Much of our personality is shaped by early childhood programming—messages that we carry with us into adulthood. In this module, you will learn how the ego states of your personality influence your behavior, how they were developed, and the impact they have on selling success. You’ll learn how to identify repetitive, non-productive behavior and how to replace it with more appropriate behavior.
Strategize a Smooth Tenant-to-tenant Migration and Copilot Takeoff
Selling Smart Workshop - Psychology and Selling: Applying Transactional Analysis
1.
2. SELLING SMART WORKSHOP:
PSYCHOLOGY AND SELLING: APPLYING TRANSACTIONAL
ANALYSIS
Kelly Parkinson –
Allegra Print and Imaging
Chuck Martens –
Shar Music Company
Joe Marr –
Sandler Training Ann Arbor
3. SELLING SMART WORKSHOP:
THE BOARD OF DIRECTORS
Jim Woods –
The CEO Advantage
Greg Peters –
The Reluctant Networker
Joe Marr –
Sandler Training Ann Arbor
4. SELLING SMART WORKSHOP:
FORMAT
Workshop 9 – 10 am:
Interactive Training Session
Addressing Common Challenges
Panel Q & A 10 – 11 am
Application
Specific challenges in your business
Anything
5. SELLING SMART WORKSHOP TODAY:
PSYCHOLOGY AND SELLING: APPLYING
TRANSACTIONAL ANALYSIS
Workshop : Our personality is shaped by early
childhood programming and impacts selling
success. We’ll examine how to identify
programmed, non-productive behavior and how
to replace it with more appropriate behavior.
Panel Q & A : How transactional analysis works,
real-world
10. THE PARENT
• Programmed script
• Rules and regulations for life
• The Parent says: "You should..."
• CP: Scolding, punishing, controlling,
judging
• NP: Nurturing, encouraging, defending
11. THE ADAPTED CHILD
• Emotional responses "replayed“
• Compliant, guilty, fearful, needy
• AC responses a source of "bad morale“
• NP + AC = risk averse
12. THE NATURAL CHILD
• “I want”
• Intuitive "child"
• Spontaneity, joy, surprise, amazement,
exuberance, love
• Decides who to trust
• A + NC in sync = achievement
13. THE ADULT
• Logical
• Estimates probabilities
• Broadens perspective
• Dispassionate /objective
• Without emotional bias
• Data processor / Reviser
27. Never make a move without
a commitment.
Sandler Rule
28. 3 BIG IDEAS
1. We all carry childhood programming
2. Awareness of Transactional Analysis ego states helps
us avoid programming pitfalls
3. Nurturing Parent and Adult Ego States are most
effective:
Higher credibility
Deeper bonding / trust
Stronger relationships
29. QUESTIONS FOR THE PANEL
On break take a moment to write questions for the panel
about:
The workshop
The panelists application of tactics
Specific challenges in your business
Anything
30. SELLING SMART WORKSHOP:
PSYCHOLOGY AND SELLING: APPLYING TRANSACTIONAL
ANALYSIS
Kelly Parkinson –
Allegra Print and Imaging
Chuck Martens –
Shar Music Company
Joe Marr –
Sandler Training Ann Arbor
31. LESSONS LEARNED
One takeaway
Can you use it?
On Business Card:
Questions – “Q”
Speaking Opportunities – “S”
Contact me – “C”
Raffle (Free e-book, too!)
Our thoughts and behaviors are largely determined by mental programming that we’re hardly aware of. Goal of TA is to help us become aware of these influences that speak to our subconscious, so we can control their influence on us – end sleepwalking and act rationally.P = values (taught concept of life)A = think (thought concept of life)C = feel (felt concept of life)Critical parent - Tell someone what to do, they have no options Adult - objective, non-emotional, logicalNurturing parent – Help someone in pain feel betterNatural child – spontaneous, impulsive, lovingRebellious – angry, fearful, selfishAdaptive child – try to earn approval
Transaction = stimulus & response Complimentary – lines are parallel (adult – adult or CP – adaptive child) Crossed – judgmental statement comes from CP, response comes from CP rather than child.Transactions occur simultaneously at both explicit and psychological levels.The child wants to buy, the adult makes the decision, and the parent gives permission
