Your sales presentation was flawless! You thought the sale was in the bag only to be advised that the deal was going to your competitor.

Ever wonder why this happens? Do you want to minimize this from happening in the future?

Much of our personality is shaped by early childhood influences and teachings – messages that we carry with us throughout our lives. In this 90 minute webinar, you will learn about the foundations of Transactional Analysis, a model For Understanding Human Personality, Relationships and Communication. All our early life experiences are assembled into a unique set of beliefs about ourselves, others and the world, our ‘Frame of Reference’. 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.

We will review how this model relates to the selling profession and will explore how the components of people’s personality influence their behavior.

Key Take Away’s:

1. Learn about Three “Emotional States” which govern our thoughts, feelings and behaviours during a negotiation:
2. Understand the Three rules of communication,
3. Understand how the Drama (Game) triangle relates to the mind games people play against sales people.