| June 2021 | ||||||||||||||||||||||||||||||||||||||||||||||||
|
||||||||||||||||||||||||||||||||||||||||||||||||
|
||||||||||||||||||||||||||||||||||||||||||||||||
Location: Fairlawn Training Center and Livestream
June 1st, 2021
8:00 am - 9:30 am
Ulterior transactions are transactions that have a hidden agenda. They may include a degree of lying or double meaning. Ulterior transactions are the start of all games. Games occur when people step out of their adult ego state in a transaction. People play games to elicit strokes, both positive and negative, and to fulfill the scrips they have written for themselves in order to maintain their own life position and their feelings about themselves. Salespeople play games. Managers play games, and so do prospects. Games hinder communication between managers and salespeople by enabling them to avoid the real issues at stake and by directing people's attention and energies toward playing the game rather than resolving those issues.
Location: Fairlawn Training Center and Livestream
June 1st, 2021
10:00 am - 11:30 am
In this session, you will learn about Transactional Analysis (TA), the theory of psychology on which the Sandler Selling System is based. You will discover how patterns of behavior influence people’s motivation and the ultimate buying decisions they make. You will learn about ego states, how they develop and how they affect your selling success. Also, you will determine which ego state is governing your behavior when dealing with prospects and whether that behavior is the most effective.
Location: Fairlawn Training Center and Livestream
June 1st, 2021
12:00 pm - 1:30 pm
Ulterior transactions are transactions that have a hidden agenda. They may include a degree of lying or double meaning. Ulterior transactions are the start of all games. Games occur when people step out of their adult ego state in a transaction. People play games to elicit strokes, both positive and negative, and to fulfill the scrips they have written for themselves in order to maintain their own life position and their feelings about themselves. Salespeople play games. Managers play games, and so do prospects. Games hinder communication between managers and salespeople by enabling them to avoid the real issues at stake and by directing people's attention and energies toward playing the game rather than resolving those issues.