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The Adult, The Child And The Parent
In the 1950s, Dr. Eric Berne developed the theory of transactional analysis to better understand how people communicate. According to the theory, people have three ego states that influence their behavior during social interactions: the adult, the child, and the parent.
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The Pain Of Not Having The Product
The salesman David H. Sandler, together with a psychologist colleague, used some of the theory of transactional analysis to develop Sandler Training. According to the Sandler Selling System, a buying prospect must be emotionally involved in the sale; the “pain” of not having the produ...
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It’s Always The Child That Asks For Things
When we make buying decisions, we like to think that our ego’s “adult” state is the one that’s working the hardest, that the logical, analytical, rational part of our behavioral framework weighs both sides of the argument and comes back with a solution.
However, Sa...
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80 reads
Man Is Not A Rational Animal; He Is A Rationalizing Animal
Buyers don’t make rational decisions; rather, they make emotional decisions and then justify those by rationalizing them after the fact. This is true even for business customers, who have to use spreadsheets and numbers to support their decisions.
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Trial And Error
There are more sales techniques, methodologies, and frameworks than one could count. Most of them probably work when they are correctly applied, and then there are some that might even hurt the business rather than help it.
In the end, they are like exercise—th...
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79 reads
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IDEAS CURATED BY
Everything in life is sales. Parents sell their kids on going to bed. Spouses sell their partners on mowing the lawn or putting the cat out. Appealing to a “consumer's” inner child and applying a trial-by-error approach are two ways to make sales more effectively.
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Benefits of the theory of the mind
In our daily interactions with other people, it is important to be able to understand their mental states and to think about how those mental states might influence their actions.
The theory of the mind helps us understand how people think, predict their behavior and solve interpersonal co...
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