Danny Wood, Sandler trainer and coach, shares the psychology behind the sale. Everyone has three ego states; the Parent, Adult, and Child. Listen as Danny explains Transactional Analysis and the difference in the three. The Parenting ego can be critical or nurturing. The Adult makes logical decisions and objective. The Child state can be rebellious, emotional, or fun loving.
Most of the time, when we meet a prospect, they are in the critical Parent ego state. By establishing an Up-Front Contract, we can create equal business stature in the Adult state. From this point, we want to move the prospect into a child state, the ego that is most likely to purchase.
For More information about Upfront Contracts watch, Extended Up Front Contract with Danny Wood. • Extended Up Front Cont...
dwood.sandler.com | 201-842-0055
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