Sales Tips: Sandler Rule #49 – Leave Your Child In The Car

Sales Tips: Sandler Rule #49 – Leave Your Child In The Car


Hello this is Steve Herzog of Sandler Training.
Today we’re gonna address 3 ego states with regard to how they apply in the salesperson,
not the prospect. With regard to the salesperson, we learned in these 3 ego states before that
there’s a parent, adult, child. The parent ego state really has the place where we stored
our rights, the wrongs, the do, the don’ts, the should, the shouldn’ts. Another area
of the parent ego state is the nurturing parent. These are the words of encouragement and suggestions
etc. that were given to us uh, from our parents as we developed. The adult ego state you might
recall really has to do with our computer, our processing, uh data in, data out. Uh,
that aspect of adult is really an unemotional basis of how we deal with people and certainly
an area that we want to think about when we’re a sales professional. Uh, the last ego state,
it’s a child ego state. In the child, what we are doing is really you know addressing
our feelings of how we felt about those critical parent tapes or sometimes nurturing parent
tapes that we had. Uh, these are the addressing of the should and shouldn’ts, wrongs and
rights, and do’s and don’ts and how we reacted to them a-as a child ego state. So
what we learned in this is that the important aspect of how we work with people, it’s
the most important area that we think of is that as a sales professional our child must
stay in the car. There’s no place for a child ego state in the selling process, and
therefore, we wanna make sure that we remember that in the child ego state it’s good for
the prospect to have it. It’s an ultimately important part of them in their buying decision,
uh, it is not to be used in the sales role. This is Steve Herzog addressing rule 49, leave
your child in the car.

About the Author: Michael Flood

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