Psychology of Sales – Sales Training & Development Program

October 15, 2019 @ 8:00 am - 9:30 am
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Seminar Description:

Much of our personality is shaped by early childhood influences and teachings – messages that we carry with us throughout our lives. Here you will learn about the foundations of Transactional Analysis (TA), a model for understanding human personality, relationships & communication.

All our early life experiences are assembled into a unique set of beliefs about ourselves, others and the world, our “Frame of Reference (FoR).” This frame is like a distorting lens through which we view life and which gives us a unique personal concept of “reality.”Our FoR guides us throughout life unless changed by developing awareness and making decisions to change what we believe.

In this session we will review how this model relates to the selling profession. We will explore how the components of people’s personality influence their behaviour and will learn how to identify repetitive, non-productive behaviour and replace it with more appropriate behaviour.

Key Learning Points:
  • Understand the basics of Transactional Analysis (TA) and how it applies to sales
  • Learn three (3) Emotional States that influence negotiations
  • Understand three (3) Rules of Communication
  • Understand the Drama (Game) Triangle and how it influences the mind games people play


October 15, 2019
8:00 am - 9:30 am
Event Category:


Trainwest Online Academy