3. SELLING SMART WORKSHOP:
BOARD OF DIRECTORS:
Maya Adrine–
Golden Limousine International, Inc.
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 of TA
Specific challenges in your business
Anything
5. 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
7. 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
11. THE PARENT
• Programmed script
• Rules and regulations for life
• The Parent says: "You should..."
• CP: Scolding, punishing, controlling,
judging
• NP: Nurturing, encouraging, defending
12. THE ADAPTED CHILD
• Emotional responses "replayed“
• Compliant, guilty, fearful, needy
• AC responses a source of "bad morale“
• NP + AC = risk averse
13. THE NATURAL CHILD
• “I want”
• Intuitive "child"
• Spontaneity, joy, surprise, amazement,
exuberance, love
• Decides who to trust
• A + NC in sync = achievement
14. THE ADULT
• Logical
• Estimates probabilities
• Broadens perspective
• Dispassionate /objective
• Without emotional bias
• Data processor / Reviser
26. Never make a move without
a commitment.
Sandler Rule
27. 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
28. 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. LESSONS LEARNED
One takeaway
Can you use it?
On Business Card:
Questions – “Q”
Speaking Opportunities – “S”
Contact me – “C”
Raffle (Free e-book, too!)
Hinweis der Redaktion
Thanks for investing this time
I promise to get you out on time.
Before I start: Confession—I’m Joe Marr and I am a …..SM…there I said it!
Another confession; I don’t do sales training. [pause]
I help people develop their own strategy and skill in use of a system and psychology to gain deeper trust relationships with other people—and the sales just happen. Everybody ok with that?
Concerned about me trying to make a sale with you today—well you can relax about that. In fact I’ll make all of you a promise. I promise not to sell you anything, if you promise not to try and buy anything. There’s plenty of fear out there, and I’m sure in some of your companies there’s some fear about making sales calls, and mostly because there is a fear about looking like a salesperson, I’ve also come to the conclusion that there is also a lot a fear about even acknowledging that sales is necessary.
Accidental sales is the rule- not exception
Accidental sales is the rule- not exception
Accidental sales is the rule- not exception
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, logical
Nurturing parent – Help someone in pain feel better
Natural child – spontaneous, impulsive, loving
Rebellious – angry, fearful, selfish
Adaptive 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
Accidental sales is the rule- not exception
Thanks for investing this time
I promise to get you out on time.
Before I start: Confession—I’m Joe Marr and I am a …..SM…there I said it!
Another confession; I don’t do sales training. [pause]
I help people develop their own strategy and skill in use of a system and psychology to gain deeper trust relationships with other people—and the sales just happen. Everybody ok with that?
Concerned about me trying to make a sale with you today—well you can relax about that. In fact I’ll make all of you a promise. I promise not to sell you anything, if you promise not to try and buy anything. There’s plenty of fear out there, and I’m sure in some of your companies there’s some fear about making sales calls, and mostly because there is a fear about looking like a salesperson, I’ve also come to the conclusion that there is also a lot a fear about even acknowledging that sales is necessary.
