How to increase your client transaction value | MTD Sales Training ...

Being able to sell more to more clients is the holy grail for salespeople. Your ability to get more business from current customers is really the foundation for improving the margins and quantity of product sales.

One way you can increase sales is by concentrating on increasing the value of each transaction with each client. You are dealing with people who know you, who need your products and services and have benefited from being one of your customers. They are ripe for extra pickings if you know how to do it legitimately and professionally.

Here are some tips to help you sell more to current clients and so add value to the relationship.

* Determine which promotional packages you could offer to specific customers. You can package up products that complement each other or offer greater value to the client if they purchase more of a certain item. Think how the benefits to their business can be magnified by taking advantage of those offerings.

* Look at how some products or services could be made more ?up-market?. Are there some offerings that could be up-graded to make them appeal to more up-market clients?

* Up-Sell or Cross-Sell. What advantages would benefit the client if they had more of what you offer, or items that complement what you offer? See what you?ve got that would get the customer to look at other offerings.

* Create complementary packages that provide value to the client. Additional items might help them to provide quality and quantity to their customers.

* Put packages together that make the client feel they are getting more value the more they buy from you. You can add products together that shows how the value they get from you increases as they buy more

* Use promotions that build value in the client?s eyes. Just offering discounts for multiple purchases won?t always increase value. Building promotions that helps the client build their business just might

Imagine you?re able to increase the transaction value by just 10-20% by using these simple tips?you?ll help your clients to improve their businesses and you?ll see your sales improve too.

Happy selling!

Sean McPheat

Managing Director

MTD Sales Training

www.mtdsalestraining.com

(Image by Graur Razvan Ionut at FreeDigitalPhotos.net)

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Sean McPheat

Sean McPheat is a bestselling author and MD of international training firm MTD Sales Training, who have delivered training, coaching and consultancy to over 2,500 different organisations and over 50,000 staff from 23 different countries. Sean is regarded as a thought leader on modern day selling and business improvement, and has been featured on CNN, ITV, BBC, SKY, Forbes, Arena Magazine with over 250 other media credits to his name. Sean?s Sales Blog is visited by 5,000 people every week and over 60,000 managers and sales professionals across the world receive Sean's weekly email tips.

Source: http://www.mtdsalestraining.com/mtdblog/how-to-increase-your-client-transaction-value.html

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Buy knowledge, not just insurance | Cover Publications

Tom Healy, Business Unit Manager, Knowledge Centre, Marsh Africa, says that knowledge is key to effective risk management.

Today information, while abundant, remains largely dormant ? stored as facts, figures and opinions in ever-new electronic and cyber formats. While theoretically available forever for retrieval, this information is largely useless until correctly spread amongst and used by corporate employees, where it becomes a powerful tool called knowledge.

In short, how the insurance industry uses knowledge has evolved to define performance and delivery, determining competition within the industry.??

Gone are the days where an individual broker can comprehensively manage all the aspects of risk that a large modern business encounters on a daily basis. Instead, only major, professional and global broking corporates specialising in all aspects of risk have the systems, scale and capacity to manage and deliver risk awareness effectively.

In today?s insurance market, highly knowledgeable operatives are key to interpreting risk and structuring insurances ? with active risk management supporting the survival, growth or profit goals of a business.

For example, say a few shareholders start up a brand new venture not yet presented to the insurance market. Without providing much detail about the business, the directors insure the business with an insurer for a premium of R100 000 per annum, with the expectation that their policies will adequately cover all their risks.

If the business in this example had rather spent R30 000 appointing a top brokerage to perform a detailed analysis of the real risks faced by the business, they might have secured an annual premium of R70 000. In short, the R30 000 reallocated could have better equipped the business with a sound knowledge of risks faced and how to manage them.

Beyond these fundamental knowledge advantages, using a top professional broking house introduces critical knowledge streams to appropriate operational personnel within the business, including:

? Enterprise-wide Risk Management practices,

? Insurance policy advice and placing procedures,

? Insurance market advice and insurer selection guidance ? ensuring the business goes to the best insurers for the business type,

? Insurance laws and regulatory guidance assisting with FAIS and CPA regulations and other compliance requirements,

? Claims support and recovery guidance,?

? The regular services of a professional and qualified broker, advising and guiding the business on a frequent basis, as opposed to just an annual renewal visit.?

Delivered through a top professional insurance brokerage and spread throughout a business enterprise, these knowledge streams provide competitive advantage in the management of risk in any modern business.

Yet, given the complexity and sophistication of modern risk exposures, this kind of high-value knowledge is, today, only offered by a handful of large, professional, multi-disciplinary, usually global, broking houses ? combining global and local knowledge with best practices in every risk area.

For instance, large global brokers in South Africa will have separate risk management departments, often made up of several hundred highly trained specialists dealing with every aspect of risk encountered by thousands of clients on a daily basis throughout the continent. The ability to manage and deploy this knowledge effectively throughout a business enterprise, is not within the ambit of your average medium-sized high street broker, less still the one-man broker.

Despite this, it is surprising how often cover is arranged and written without much knowledge or detail of the risks faced by a business.

There are over 140 000 registered intermediaries in South Africa, many of whom use off-the-shelf policies for very different businesses.? Some brokers tend to place risks within the same limited group of underwriters because they cannot access the wider networks of underwriters used by large global brokers.

The result is that, each year, there are literally millions of rand of cover written in South Africa without very detailed knowledge of the underlying risks that these policies are theoretically supposed to cover.

Having observed the industry for over 40 years, I believe better value for money is achieved when businesses take the time and effort to appoint a qualified and professional brokerage business, that can deliver high-value risk and insurance knowledge with tangible benefits.

With their large, sophisticated and globally connected placement and claims management departments, staffed by forensic accounting and investigative claims professionals, major global broker networks own first hand in-house knowledge of, for instance, unrest in Africa, fires in California, oil spills in the Gulf of Mexico, earthquakes in Japan and floods in China ? and every other risk in between.

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Source: http://doarpt.com/johnnys-physical-therapy-success-story/

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Obama's Climate Change Goals Win Praise Abroad

* EU Commission, Australia PM among those praising Obama
* Obama may have best chances if he side-steps Congress
* New U.N. deal may take effect in 2020, too late for many
By Environment Correspondent Alister Doyle
OSLO, Jan 22 (Reuters) - U.S. President Barack Obama won praise abroad on Tuesday for his pledge to lead the fight against climate change, which has faltered as nations argue over who should foot the bill to lower carbon emissions.
Two decades of summits and resolutions have not stopped mankind pumping growing quantities of greenhouse gases into the atmosphere, despite a wealth of evidence that it is causing more frequent and devastating droughts, storms and floods.
Obama devoted a surprisingly long section of Monday's inauguration speech to climate change -- more than a minute out of about 20. He said failure to respond to the threat "would betray our children and future generations."
"The path towards sustainable energy sources will be long and sometimes difficult. But America cannot resist this transition; we must lead it," he said.
"Great strong words on climate... The U.S. President could not commit stronger to delivering now," Connie Hedegaard, the European Union's climate commissioner, wrote on Twitter.
"We have got work to do on climate change and President Obama was very forthright about the need to tackle climate change," Australian Prime Minister Julia Gillard told reporters.
A succession of recent natural disasters has put a sharper focus on climate change.
Superstorm Sandy struck the United States in October, a typhoon left more than 1,000 people dead or missing in the Philippines in December and this month a searing heatwave caused hundreds of wildfires in Australia.
The United States has declared a natural disaster in its central and southern Wheat Belt because of a severe and persistent drought.
The global economic slowdown has made the governments of richer nations more reluctant to invest in technology to mitigate climate change, led by a shift from fossil fuels towards clean energies such as wind or solar power.
Developing countries whose carbon emissions are rising fastest say they cannot afford the entire cost of shifting to greener technology and that developed nations should help more.
In the latest failure of environmental diplomacy, U.N. climate negotiations in Qatar in December ended without a single new pledge to cut pollution from a major emitter.
Instead, governments agreed to try again for a binding United Nations pact to limit climate change that would enter into force from 2020, replacing the Kyoto protocol adopted in 1997 that the United States never ratified.
Environmental campaigners were dismayed at the decision to wait years before taking concerted action.

SIDE-STEP CONGRESS
Obama's renewed promises could help.
"It really changes the nature, style and substance of the U.S. engagement with the international climate negotiations," said Bill Hare, a scientist who heads Berlin-based Climate Analytics.
He said that Washington, even in Obama's first term, had low ambitions for confronting climate change and that had dimmed efforts by other major emitters. China, the United States, India and Russia are the top greenhouse gas emitters.
Unlike all of Washington's major allies in developed nations, the U.S. Congress has not legislated caps on domestic greenhouse gas emissions.
But Obama can still take the lead with actions that side-step the divided Congress.
The administration could impose tougher rules for coal-fired power plants or introduce measures to promote renewables. It also faces a decision on whether to approve TransCanada Corp's planned $5.3 billion Canada-to-Nebraska Keystone XL oil pipeline.
"Words in an inauguration speech are one thing... Many are waiting to see what specific actions the president will take," said Samantha Smith, head of the WWF conservation group's climate and energy initiative.
She still praised Obama for starting a new U.S. debate about climate change with the speech. She said one measure Obama could take included a phase-out of fossil fuel subsidies.
When Obama first came to office he promised to act on climate change in a shift from ex-President George W. Bush who decided against trying to ratify the U.N.'s Kyoto Protocol for limiting emissions by industrialised nations.
In 2009, Obama promised to cut U.S. greenhouse gas emissions by 17 percent below 2005 levels by 2020. But the U.S. Senate did not ratify the plan.
Kyoto, originally backed by all other major developed nations, has been hit by defections by Russia, Canada and Japan from Jan. 1 this year, leaving only a core group led by the European Union and Canada targeting deeper cuts by 2020.
Bush and the U.S. Senate reckoned that Kyoto unfairly omitted targets for emerging nations such as China and India and would mean U.S. jobs moved abroad. On the other hand, Washington risks losing a race to develop clean technologies.
A study by the Pew Charitable Trusts last week indicated that worldwide revenue from installing clean energy facilities could total $1.9 trillion from 2012 to 2018.
With the right policies, it said the United States could get 14.5 percent of the total. (Additional reporting by Nina Chestney in London; Editing by Tom Pfeiffer)

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Source: http://www.huffingtonpost.com/2013/01/22/obama-climate-change-goals_n_2526712.html

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Windows Phone 7.8 SDK released, includes emulator images, no new APIs

Microsoft just announced today's release of the Windows Phone 7.8 SDK, which should be a wee bit helpful for developers wanting to test their apps and Live Tiles with the revised OS. The new SDK includes two software images (build 8858), one that simulates devices with 512MB of RAM and another for 256MB handsets. The primary purpose of this release is to let developers test their Live Tiles with Windows Phone 7.8, which supports resizable Live Tiles. While it's not much of a surprise, the new SDK includes no new APIs over the Windows Phone 7.5 SDK, which further reinforces the impression of Windows Phone 7.8 as a largely cosmetic update. On the plus side, legacy support is alive and kicking, as Microsoft promises the SDK update won't alter existing Windows Phone 7.1 emulator images. For more details of this release, be sure to hit up the source link.

Filed under: Cellphones, Software, Mobile, Microsoft

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Source: Windows Phone Developer Blog

Source: http://www.engadget.com/2013/01/23/windows-phone-7-8-sdk/

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Pink Droid RAZR M, red Lumia 822 hit Verizon stores in time for Valentine's Day

Nothing says "I love you" like a red Lumia 822. Except, perhaps, a pink Droid RAZR M. We may have expected the crimson Nokia handset to make its debut in November, but V-Day seems to be an even more appropriate mark. Beginning tomorrow, you'll be able to pick up a red Nokia Lumia 822 at Verizon retail stores and on the carrier's website -- presumably at the same $50 two-year contract price. Similarly, a pink Motorola Droid RAZR M variant will be available through the same venues on Thursday -- it's currently listed at $100, with an obligatory two-year contract. So, go ahead and cancel those dinner reservations now, and grab your date a smartphone and a 24-month marriage with Verizon, instead.

Filed under: Cellphones, Mobile, Nokia, Verizon

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Via: Droid Life

Source: Verizon (Droid), Verizon (Windows Phone)

Source: http://feeds.engadget.com/~r/weblogsinc/engadget/~3/aKPghehWnJc/

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