Jordi Berkum's Contact Details

Jordi Berkum's Company Details

Master of Sales

Houten, Utrecht, Netherlands • 0 Employees
Management Consulting

One of my passions is mountain biking. Next to determining personal goals and routes, I must continuously adapt my driving style to the rapidly changing landscapes and obstacles that will come on my route. This is necessary to achieve safely and efficiently goals set, continuously push boundaries and get maximum pleasure out of my ride. I see a lot of overlap in this passion with my passion for sales and negotiation, in which goals, strategies and tactics in the approach of a customer are also needs to be determined in advance. In addition, helping the customer in removing obstacles and putting them and their obstacles in the center of the sales process to help them buy instead of selling to them. Too often the focus is only on what is visible. However, the distinction lies between the trees and thus in obstacles that are not clearly visible to the customer. Sales should look through the trees and analyze the entire landscape asking the right questions to the right people to determine the route to achieve desired goals.It is the same with coaching the sales team in which too often the emphasis is placed on what is not going well and therefore on the direction where you do not want to go to. Stimulating what is going well and focusing on how activities could be done differently will increase the chance of setting the right direction and ensuring a smooth ride in achieving your goals.During my 25 years of experience in sales and sales management, within different market segments, cultures, and countries, I have learned that good sales techniques work universally. Putting the customer first and understanding them works always and everywhere to maximize goal realization. From practice I know exactly how these methodologies work in reality, and the possible obstacles that could occur in the sales process and in the coaching of sales teams. I think it's fantastic that I can and may help sales organizations in improving their sales and negotiation results.