What is transactional analysis?

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Dave Mattson (Author & CEO, Sandler Training)

Dave Mattson defines the theory of transactional analysis and explains how it relates to the sales process. He describes how with the transactional analysis human relations model, there are four main types of behavior available in the brain including the critical parent, the nurturing parent, the rebellious child, and the non-emotional adult. He talks about the kinds of behavior that sales leaders should present to their sales team and what kinds of behavior they need to curb.


About Author

Dave Mattson

Author & CEO, Sandler Training

Dave Mattson is a best-selling author, sales and management thought leader, keynote speaker and leader for sales training seminars around the world. As CEO and President of Sandler Training, Mr. Mattson oversees the corporate direction and strategy for the company’s global operations including sales, marketing, consulting, alliances and support. His key areas of focus are sales leadership, strategy and client satisfaction.

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