selling smart: transactional analysis and the psychology of sales
TRANSCRIPT
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SELLING SMART W
ORKSHOPS
J OE M
AR
R – S A N
DL E R T R A I N
I NG
A NN
A R B OR
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SELLING SMART WORKSHOP:PSYCHOLOGY AND SELLING: APPLYING TRANSACTIONAL ANALYSIS
Joe Marr –
Sandler Training Ann Arbor
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SELLING SMART WORKSHOP:BOARD OF DIRECTORS:
Maya Adrine– Golden Limousine International, Inc.
Greg Peters – The Reluctant Networker
Joe Marr – Sandler Training Ann Arbor
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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
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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
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EGO STA
TES AND
EQUAL BUSIN
ESS
STATURE
APPLYING TRANSACTIONAL ANALYSIS TO SALES
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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
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RULE
“In sales, leave your mother
and your 6 year old in the
car.”
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DISCUSSION
What does it mean?
Why does it matter?
How have you applied TA in sales?
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TA EGO STATESP
A
C
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THE PARENT• Programmed script• Rules and regulations for life • The Parent says: "You should..."• CP: Scolding, punishing, controlling,
judging• NP: Nurturing, encouraging, defending
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THE ADAPTED CHILD• Emotional responses "replayed“• Compliant, guilty, fearful, needy• AC responses a source of "bad
morale“• NP + AC = risk averse
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THE NATURAL CHILD• “I want”
• Intuitive "child"
• Spontaneity, joy, surprise, amazement, exuberance, love
• Decides who to trust
• A + NC in sync = achievement
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THE ADULT• Logical
• Estimates probabilities
• Broadens perspective
• Dispassionate /objective
• Without emotional bias
• Data processor / Reviser
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TRANSACTIONS
P
A
C
P
A
C
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TA PRACTICUMCan you relate TA to these Sandler
Rules?
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Selling is a Broadway play performed by a psychiatrist.
Sandler Rule
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The problem the prospect brings you is never the real problem.
Sandler Rule
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Sales is no way to get your emotional needs met…
Sandler Rule
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Nurture, Nurture, NURTURE!
Sandler Rule
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I’m financially independent, and I don’t need the business.
Sandler Rule
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When under attack, fall back.
Sandler Rule
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You don’t have to like cold calls, you only have to make them.
Sandler Rule
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When setting appointments, always get invited in - NO BEGGING!
Sandler Rule
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Never become emotionally involved in a sales call.
Sandler Rule
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Never make a move without a commitment.
Sandler Rule
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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
![Page 28: Selling Smart: Transactional Analysis and the Psychology of Sales](https://reader036.vdocument.in/reader036/viewer/2022062404/554dd6efb4c905d10e8b4d0a/html5/thumbnails/28.jpg)
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
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SELLING SMART WORKSHOP:PSYCHOLOGY AND SELLING: APPLYING TRANSACTIONAL ANALYSIS
Joe Marr –
Sandler Training Ann Arbor
![Page 30: Selling Smart: Transactional Analysis and the Psychology of Sales](https://reader036.vdocument.in/reader036/viewer/2022062404/554dd6efb4c905d10e8b4d0a/html5/thumbnails/30.jpg)
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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SELLING SMART W
ORKSHOPS
J OE M
AR
R – S A N
DL E R T R A I N
I NG
A NN
A R B OR