1 / 4

Transactional Analysis(PAC)

Transactional Analysis(PAC). Helps to understand buyer’s characteristics, in addition to other information Four possible States(life positions) * I’m OK, You’reOK * I’M OK, You’re not OK * I’m not OK, You’re OK * I’m not OK, You’re OK. We Can Change.

reia
Download Presentation

Transactional Analysis(PAC)

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Transactional Analysis(PAC) • Helps to understand buyer’s characteristics, in addition to other information • Four possible States(life positions) * I’m OK, You’reOK * I’M OK, You’re not OK * I’m not OK, You’re OK * I’m not OK, You’re OK

  2. We Can Change • First understand ,then seek to be understood- One of Steven Covey’s principles • Try to maintain parallel transactions- Parent to parent, Adult to Adult, Child to Child • Recognize the need for strokes, genuine in nature

  3. PAC (continued) • Importance in sales communications * Recognize the influencePAC * Design dialogue to be consistent with state * Life scripts- can be powerful * Use techniques to enhance/overcome

  4. Reality –Based Techniques • Check feedback from other person(s) • Listen for messages • Adapt style within certain limits • Always listen unconditionally • Maintain composure when values clash

More Related