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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.

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Transactional Analysis(PAC)

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  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

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