Podcast > Win The Sale > #493: SALES HAS CHANGED! Stop Negotiating And Start TRADING With Jacco vanderKooij

#493: SALES HAS CHANGED! Stop Negotiating And Start TRADING With Jacco vanderKooij

[zilla_alert style=”yellow”]Click to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert]

 

In an industry full of people claiming to be “sales guru’s”, Jacco vanderKooij is the real deal. He is the founder of Winning By Design, author of Blueprints for a SaaS Sales Organisation and on today’s show Jacco is explaining why we need to stop negotiating and start trading to win the respect and business from high value accounts.

 

What you will learn in this episode:

In this episode Jacco shares –

  • Why B2B sales has changed and why you need to change with it
  • How to implement a trading methodology with customers rather than a all or nothing approach
  • The importance of understanding where the SAAS model has come from (even if you don’t sell a SAAS product…)

Resources mentioned:

 

[zilla_alert style=”white”]

Sponsor: Linkedin Learning

Linkedin learning is the online learning platform with thousands of expert led video tutorials.

Grab your free 30 day trial today at Linkedin.com/Salesman. [/zilla_alert]

[zilla_alert style=”white”]

Sponsor: SWARM Sales

Want to earn more money by selling additional products to the customers you already have?

Head to Swarmsales.com and earn more commission today. [/zilla_alert]

 

Transcript:

[zilla_toggle title=”Click here to open the transcript” state=”closed”]Coming Soon! [/zilla_toggle]

ENJOY THIS EPISODE? Why not leave us a iTunes review to say thank you. It takes 20 seconds but makes a huge difference to the number of sales pro’s we reach each month.

Click here for a step by step guide to leaving a review.

 

Add comment