Children Quote by David Sandler
““David Sandler recognized that salespeople had to engage all three aspects of the prospect’s makeup – the Parent, the Adult, and the Child – when developing a selling opportunity. The Child must want what you have to sell. The Adult must conclude that logically, it is appropriate to obtain it. And the Parent must give the Child permission to have it.””
About This Quote
Source Book: The Sandler Selling System, 2000
Effective selling must address the prospect’s emotional, rational, and authority dimensions to secure agreement.
In simple terms: Engage child, adult, parent in buyer’s mind.
Key Takeaway
Align product with emotional desire, logical need, and authority approval.
Themes
sales psychology
influence
decision making
Mood
analytical
empathetic
Type
educational
motivational
When to use this quote
- closing deals
- product pitches
- team training
- client negotiations
Key Concepts
transactional analysis
buyer motivations
Questions to Reflect On
- Which part of the buyer is most dominant?
- How can you balance all three aspects?
A Different Perspective
Prospects may resist or have conflicting internal voices.
