The three ego states are called - Parent, Adult and Child ego states. These three ego states comprise individual personality. Each ego state is an entire system of thoughts, feelings, and behaviours from which we interact with one another.

The Parent Ego State

Your Parent is the recording of: 

• What you saw your mother, father, and other authority figures do and what you heard them say during your first five years of life.

Your Parent Is: 

• An ego state and an influence.
• Critical Parent messages are:
• Judgmental.
• Prejudicial.
• States of right and wrong. Statements of acceptable and not acceptable.

Examples of Critical Parent messages: 

• "Respect your elders."
• "Don't talk to strangers."
• "Don't ask so many questions."
• "Speak when spoken to."
• "Don't talk about money."

The Parent Ego State 

Nurturing Parent messages are: 

• Warm.
• Comforting.
• Supportive.
• Loving.

Examples of Nurturing Parent messages: 

• "It's OK. Mommy will make it better." 
• "I know you did your best. That's all I care about."
• "You get one for trying."

The Adult Ego State 

Your Adult ego state is:

•  A conscious effort at recording as you separate yourself from your caregiver.
• Ongoing throughout your life, beginning late in your first year.

The Adult: 

• Acts as a referee between the demands of the Parent and the desires of the Child.
• Is logical, rational, and analytical.
• Determines whether the data in the Parent recording still applies and then accepts or rejects it.
• Updates the feelings recorded in the Child's recording. Gives you the choice of whether or not to replay recordings that are no longer appropriate.

The Child Ego State

Your Child ego state is: 

• A permanent record of your internal responses to external experiences that occurred during the first five years of your life.
• A recording of how you felt, your instincts, intuition, and sense of physical self during those first five years.

Your Child ego state has three components: 

• Natural Child-fun loving, creative, playful, spontaneous.
• Rebellious Child-angry, fearful, intimidated, selfi sh.
• Adapted Child-continually seeking approval and acceptance.

The Little Professor: 

• Maintains a balance between the Natural Child and the Adapted Child.
• Determines what behavior is necessary and permissible from moment to moment.
• Figures out what people want, and what will make them angry, guilty, hurt.
• Figures out what will get others to give in to the Child's wants.
• Lives inside the Natural Child.
• Avoids functioning as an Adult.

Ego States and Sales 

Salesperson 

• The salesperson must use their Nurturing Parent convey warmth, friendliness, and support:
• "I can feel your frustration."
• "I'd feel the same way if I were in your shoes."

70/30 Rule

The salesperson must apply the 70/30 Rule:

• 70% Nurturing Parent
• 30% Adult
• Adult-directed communications are intellectual-rational and logical statements of fact and evaluations of data.

Prospect

The prospect uses all three ego states:

• Child"I want it."
• Parent - "I will not be taken advantage of."
• Adult - "Does it make sense?"