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Jacobs & Associates has been providing sales, marketing, new product development and business information services for both small business and major corporations since 1974. We are experts at introducing new or relatively unknown consumer product goods to new markets.
Marketing research design, implementation and analysis as well as sales training complete our portfolio of services.
Recent Press Exposure:
American Express Open Forum:
http://www.openforum.com/articles/does-your-small-business-qualify-for-a-microloan/
Bulletin The Fiscal Times (click below for full article):
"Bob helped us put together a private label program within our consumer office supplies category from start to finish. He first educated us to make sure we understood key technical aspects of the products, then made sure that all sales and marketing details were handled expertly, and helped facilitate distribution to our worldwide locations, all essential steps for new product development. If successful sales and marketing results as well as unquestionable integrity are important to your business, then Bob's your guy."
, GMM Costco
"Bob has always been great at bringing new products to market. In fact that's
how
we met almost 10 years ago when he introduced a new line of excellent
photo papers
to me. We've stayed in touch since then and I look forward to
working with him again."
By John C. Maxwell
GO - GIVERS SELL MORE
By Bob Burg and John David Mann
LEAP! 101 WAYS TO GROW YOUR BUSINESS
Jacobs & Associates Consulting Services:
| Mass Market Retail Sales Support | Jacobs & Associates has provided access to and solutions for, some of the most successful retailers in the world including Wal-Mart, Costco, Best Buy, Sam's Club, CompUSA, Hobby Lobby, Kmart, Walgreen's, CVS, Meijer, Long's Drugs, Ritz Camera and PriceSmart. |
| Marketing Research |
Although our research specialty is studying how to reach the emerging market of interracial households, we are also experts in the design, implementation and data analysis of custom global marketing research services. |
| Sales Training |
If increasing the effectiveness of your sales team is your goal our sales training programs offer expertise in negotiation, lead generation, prospecting, cold calling, overcoming objections, presentation skills, consultative selling, closing, correcting weaknesses and social media utilization. |
| Business Information Services |
We have immediate access to some of the most up to date and reliable business data sources available. Need information about a competitor? Want to review current sales and marketing trends in your industry? Curious about the characteristics of a specific market segment or how to reach it? Interested in finding out what works and what doesn't work with on line ads? We can help.
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Let's make it happen! Contact us today to set up a complimentary consultation.
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SUCCESS TIPS:
Flex Your Brain Muscles (Reprinted from Success Magazine)
It’s a common myth that we use only 10 percent of our brains. Actually, we use all of it. But just like your body, you can improve your mental fitness to increase your brain power and keep it healthy as you age.
Perfect your posture. Try solving a problem while slouching versus sitting upright and see how it impacts your mental clarity. Now sit up straight.
Use trapped downtime. Plan ahead with an MP3 or iPod loaded with a good book or advice from a personal-development expert for when you’re stuck in traffic, in line or in a waiting room.
Tell a good story. Sharing experiences in a compelling and fun way sharpens your mental recall.
Mix up your routine. Take a different route to work, or eat your salad after the main course. Changing your typical way of doing things tells your brain to wake up and pay attention.
Write. Writing notes, poetry, stories or in a journal helps your memory, clarifies your thinking and engages your creativity.
Work on your intuition. Every time you follow through on a hunch or listen to your inner dialogue, you are working your intuitive muscle.
Walk. The rhythmic pace of walking gets you breathing and limbered up, creating a physical and mental state conducive for clear thinking.
Laugh. Endorphins released when you laugh lower your stress and can help your long-term health. Ever notice you feel better after a big laugh?
Read more about Maximizing Your Brain Power on SUCCESS.com.
Forbes Share
Why have you been so successful in reaching some of your goals, but not others? If you aren't sure, you are far from alone in your confusion. It turns out that even very brilliant, highly accomplished people are pretty lousy when it comes to understanding why they succeed or fail. The intuitive answer — that you are born predisposed to certain talents and lacking in others — is really just one small piece of the puzzle. In fact, decades of research on achievement suggests that successful people reach their goals not simply because of who they are, but more often because of what they do. MORE
Got extra change? Take it to Starbucks. Starting November 1 (2011), the coffee giant, in partnership with the Opportunity Finance Network, will be collecting donations at 6,800 of its U.S. locations to help fund small business loans as part of its new "Create Jobs for USA" fund. With every $5 donation, you'll get a free bracelet inscribed with the word 'Indivisible.'
UNCOVERING CUSTOMER NEEDS
To remain alert and engaged during a sales opportunity, even in the face of inevitable customer objections, noted business coach and speaker Keith Rosen suggests that salespeople replace reactive behaviors -where you act without thinking- with responsive behaviors.
For example, when a customer utters those six deadly words, "I'll have to think about it," the reactive salesperson typically becomes flustered and responds with a "but" statement:
- But this is a great price.
- But think about the value we offer.
On the other hand the responsive salesperson responds to the customer with an open-ended probing question that maintains the dialogue and keeps the information flowing:
- Why do you feel that way?
- What benefits do you see from this course of action?
- What is missing from this solution to make you more comfortable?
- I'm not sure I understand. Can you explain further?
With such follow-up questions you remain focused on the moment at hand and return the issue to customers who will either convince themselves to buy eventually or will at least share with you the actual reasons why they aren't buying from you today.MASTERING CLOSING
Like most professional skills, effective closing takes a lot of practice. But you can easily improve your success rate if you remember six fundamentals. Review the following checklist after your next sales call. Whether or not you made the sale, you'll see where you can improve your technique and closing rate.
- Did you describe all the benefits your product or service offers and what they can do for the prospect?
- Did you ask the prospect to buy? Did you ask outright for the order?
- Did you discover the key issue in your client's buying decision? (i.e., We don't know you. You remind us of the company that burned us last year. Your VP doesn't listen and doesn't understand our business.)
- Did you uncover the key benefit that your prospect wants from your product or service?
- Did you make little closes allowing the client to make small decisions rather than one big one?
- Did you try one more time when you thought the sale was lost?
Use this checklist after your next several sales calls until these fundamentals become second nature and your effectiveness will improve dramatically.
PROSPECT NEEDS ANALYSIS
To find out what prospects need simply ask them to explain what they want but are not getting from their current vendors. If your company can fill the void then let the prospect know right then and there. But don't make promises you can't keep just to try and get the business. If there's any doubt, tell the prospects you'll get back to them after you've thoroughly discussed the situation with your management. Then give them a specific time you'll get back to them with answers. Tip: Know as much about your competitor's offerings as you can before you meet with your prospect, and know what your prospect needs and wants.
Adapted from The Fisherman's Guide to Selling: Reel in the Sale - Hook, Line and Sinker (Adams Media, 2007), by Joe DeMisa.
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P.O. Box 8460
Emeryville, CA. 94662
Phone & Fax (510) 653-2450
info@robertjacobsassociates.com
