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Sales Effectiveness Service

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Five Dysfunctions of a Sales Person - Why are they important?


We live in a Volatile, Uncertain, Complex, Ambiguous and integrally Connected world and in order to sell effectively we have to acquire knowledge and skills to not only compete but stand out of competition.

The biggest Myth of sales that a lot of sales people hide behind is that “one has to lie to sell or “make false promises”. It has become very important for us to understand the implications of these malpractices in today’s world.

The small-world experiment comprised several experiments conducted by Stanley Milgram and other researchers examining the average path length for social networks of people in the United States. The research was groundbreaking in that it suggested that human society is a small-world-type network characterized by short path-lengths. The experiments are often associated with the phrase "six degrees of separation", - Source: Wiki

Adding a new chapter to the research that cemented the phrase “six degrees of separation” into the language, scientists at Facebook and the University of Milan reported that the average number of acquaintances separating any two people in the world was not six but 4.74.

Therefore we need to re-look at how we are selling and how can we make our fundamentals of sales stronger so that we don’t have to resort to unethical ways of sales.After doing a lot of research we realized that sales people who lacked basic understanding of the sales process and knowledge were the ones mostly enticed by the unethical waysWe would like to prove that sales done with integrity and honesty is the best sales.


Who is it for?


Five Dysfunctions of a Sales Person is a foundation course for every sales person who is looking for a long term sales career and wants to be an asset to the organization as well as its clients.


Five Dysfunctions of a Sales Person



- Lack of Knowledge: Knowledge of own and client's business, their own and client's product and services as well as their own and client's competitors. Knowledge of the needs, wants and desires of the consumer

- Lack of Planning: They don't plan their year, month, week and days in advance. They should be most busy on the first day of the week, first week of the month and first month of the year! Planning everything like the pitch, pace and even place of Sales
* Lack of Integrity: They are not sold to the product they sell! If you don't believe in your own product how will others believe? Will you buy the product or service you are selling if you were the client? Mapping client needs and desires with the product or service according to the principle that only two things sell in this world and they are either a Solution or a Perceived benefit.
* Lack of Persistence: Most of the sales persons leave the pursuit after the third connect where it needs an average of 21 connects for a sales to materialise. If you're honest and really want to improve others’ lives then you will pursue.
* Lack of Pride: Most of the sales people don't tell you that they sell for a living, they hide behind fancy designations like Business Development Manager Etc. I think deep down in their hearts they are not happy doing sales, because sales done through deceit will never let the conscience rest!

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Five Dysfunctions of a Sales Person - Why are they important?We live in a Volatile, Uncertain, Complex, Ambiguous and integrally Connected world and in order to sell effectively we have to acquire knowledge and skills to not only compete but stand out of competition.

The biggest Myth of sales that a lot of sales people hide behind is that "one has to lie to sell" or "make false promises". It has become very important for us to understand the implications of these malpractices in today's world.

The small-world experiment comprised several experiments conducted by Stanley Milgram and other researchers examining the average path length for social networks of people in the United States. The research was groundbreaking in that it suggested that human society is a small-world-type network characterized by short path-lengths. The experiments are often associated with the phrase "six degrees of separation", - Source: Wiki

Adding a new chapter to the research that cemented the phrase "six degrees of separation" into the language, scientists at Facebook and the University of Milan reported that the average number of acquaintances separating any two people in the world was not six but 4.74.

Therefore we need to re-look at how we are selling and how can we make our fundamentals of sales stronger so that we don't have to resort to unethical ways of sales.After doing a lot of research we realized that sales people who lacked basic understanding of the sales process and knowledge were the ones mostly enticed by the unethical waysWe would like to prove that sales done with integrity and honesty is the best sales.Who is it for?Five Dysfunctions of a Sales Person is a foundation course for every sales person who is looking for a long term sales career and wants to be an asset to the organization as well as its clients.Five Dysfunctions of a Sales Person
  • Lack of Knowledge: Knowledge of own and client's business, their own and client's product and services as well as their own and client's competitors. Knowledge of the needs, wants and desires of the consumer
  • Lack of Planning: They don't plan their year, month, week and days in advance. They should be most busy on the first day of the week, first week of the month and first month of the year! Planning everything like the pitch, pace and even place of Sales
  • Lack of Integrity: They are not sold to the product they sell! If you don't believe in your own product how will others believe? Will you buy the product or service you are selling if you were the client? Mapping client needs and desires with the product or service according to the principle that only two things sell in this world and they are either a Solution or a Perceived benefit.
  • Lack of Persistence: Most of the sales persons leave the pursuit after the third connect where it needs an average of 21 connects for a sales to materialise. If you're honest and really want to improve others' lives then you will pursue.
  • Lack of Pride: Most of the sales people don't tell you that they sell for a living, they hide behind fancy designations like Business Development Manager Etc. I think deep down in their hearts they are not happy doing sales, because sales done through deceit will never let the conscience rest!

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Sales Effectiveness Service
Sales Effectiveness Service
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