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SELLING SMART WORKSHOP:PSYCHOLOGY AND SELLING: APPLYING TRANSACTIONAL ANALYSIS

Joe Marr –

Sandler Training Ann Arbor

SELLING SMART WORKSHOP:BOARD OF DIRECTORS:

Maya Adrine– Golden Limousine International, Inc.

Greg Peters – The Reluctant Networker

Joe Marr – Sandler Training Ann Arbor

SELLING SMART WORKSHOP:FORMATWorkshop 9 – 10 am:

Interactive Training Session

Addressing Common Challenges

Panel Q & A 10 – 11 am

Application of TA

Specific challenges in your business

Anything

SELLING SMART WORKSHOP TODAY: PSYCHOLOGY AND SELLING: APPLYING TRANSACTIONAL ANALYSIS

Workshop : Our personality is shaped by childhood programming and impacts selling success. How to identify programmed, non-productive behavior and replace it with productive behavior.

Panel Q & A : How transactional analysis works, real-world

EGO STA

TES AND

EQUAL BUSIN

ESS

STATURE

APPLYING TRANSACTIONAL ANALYSIS TO SALES

3 BIG IDEAS1. 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

RULE

“In sales, leave your mother

and your 6 year old in the

car.”

DISCUSSION

What does it mean?

Why does it matter?

How have you applied TA in sales?

TA EGO STATESP

A

C

THE PARENT• Programmed script• Rules and regulations for life • The Parent says: "You should..."• CP: Scolding, punishing, controlling,

judging• NP: Nurturing, encouraging, defending

THE ADAPTED CHILD• Emotional responses "replayed“• Compliant, guilty, fearful, needy• AC responses a source of "bad

morale“• NP + AC = risk averse

THE NATURAL CHILD• “I want”

• Intuitive "child"

• Spontaneity, joy, surprise, amazement, exuberance, love

• Decides who to trust

• A + NC in sync = achievement

THE ADULT• Logical

• Estimates probabilities

• Broadens perspective

• Dispassionate /objective

• Without emotional bias

• Data processor / Reviser

TRANSACTIONS

P

A

C

P

A

C

TA PRACTICUMCan you relate TA to these Sandler

Rules?

Selling is a Broadway play performed by a psychiatrist.

Sandler Rule

The problem the prospect brings you is never the real problem.

Sandler Rule

Sales is no way to get your emotional needs met…

Sandler Rule

Nurture, Nurture, NURTURE!

Sandler Rule

I’m financially independent, and I don’t need the business.

Sandler Rule

When under attack, fall back.

Sandler Rule

You don’t have to like cold calls, you only have to make them.

Sandler Rule

When setting appointments, always get invited in - NO BEGGING!

Sandler Rule

Never become emotionally involved in a sales call.

Sandler Rule

Never make a move without a commitment.

Sandler Rule

3 BIG IDEAS1. 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

QUESTIONS FOR THE PANELOn break take a moment to write questions for the panel

about:

The workshop

The panelists application of tactics

Specific challenges in your business

Anything

SELLING SMART WORKSHOP:PSYCHOLOGY AND SELLING: APPLYING TRANSACTIONAL ANALYSIS

Joe Marr –

Sandler Training Ann Arbor

LESSONS LEARNEDOne takeaway

Can you use it?

On Business Card: Questions – “Q” Speaking Opportunities – “S” Contact me – “C”

Raffle (Free e-book, too!)

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