It’s been awhile since I’ve been watching TED talks. Started in early 2011, I believe. I find them a great source for information about various topics. The ideas by greatest minds on our planet that are worth spreading! Since we focus on sales, I decided to look up TED talks for sales people. However, TED talks doesn’t have such search criteria! And what a shame it is… There are so many things to share and learn about selling. From sales best practices to motivational speeches to sales reps. So, I created a list of talks that send a message. Not directly to sales, but just a powerful message that could be applied in selling process. Check the part 1 of TED talks and sales lessons for sales people:
1. Behaving the Way You Always Wanted
“Look at what you want to change, break it down to tiny behaviors and put them in the right spot. The right spot is after something you’re already doing.” – BJ Fogg
BJ Fogg in his speech during TEDxTalks at Fremont questioned how should people change their behavior. According to him it’s a matter of changing it one step at the time. Big changes cannot happen suddenly, especially in something as systematic as behavior, so Fogg introduced a Behavior Grid and with a help of Stanford it evolved to Behavior Wizard, which could be found here.
Train your mind to follow up an existing routine activity with new behaviour. Make sure you make this new behaviour small and absolutely easy to do. For example, if you have trouble taking vitamins, try to create a routine activity that every time you brush your teeth you take a vitamin. This will lead to big meaningful change over a period of time.
You may ask, how could this be applied in sales? Well then, if you are struggling with prospecting on social media, more specifically LinkedIn – you can bring this simple habit to your daily routine. Create linkedin as your default ‘homepage’ in your browser. Start your day by sending 5 connects / inmails or messages – the very first thing you do, when you open your browser. And to make it small and easy – create message templates that are accessible just with a short-code on atext. It takes only 15 minutes daily to build up long term habit that fills your pipeline.
2. Hustling at Your Finest
“The ultimate resource is to be creative and determined and you will always find the way.” – Tony Robbins
A great talk by Anthony Robbins talked about resourcefulness. The majority of failures come from a lack of resources. Ultimately, you can achieve everything as long as you are resourceful yourself. Tony claims that it comes from the inside and everybody has it. It is just a matter of using it to achieve success.
When you need to solve problems use existing resources that you have. Think creatively, don’t admit the defeat and don’t say to your prospect: “I don’t know how to do it”. Sales is a process of trading solutions to your customers problems. This means that you have to think creatively and be resourceful. Because, if you or your product solve the problems of your prospects. They turn to clients and usually bring recurring deals.
3. Inspiring with a Simple Question
People don’t buy what you do; they buy why you do it.” – Simon Sinek
Another memorable TED talk would be “How great leaders inspire action” by Simon Sinek. Simon presents the Golden Circle in which there are 3 questions to answer by any company: Why? How? & What? According to him inspired organizations always start from the inside – from the question “Why?”.
To become an inspiring sales person, start with “why?”! During a product demo do not just present what you’re offering – let the prospect know why are you selling it? You have to believe in your product, in order to be a successful salesman. And the belief does not come from “what” but most assertively from “why”.
4. Practicing Makes Perfect
“If I make efforts with huge passion, there is no impossible” – BLACK
Yo-Yo world champion BLACK tells his story and explains what could be achieved by being passionate about some activity. The very first day he picked up a yo-yo, BLACK couldn’t do the simplest trick. After some practice it became natural for him. It took him 4 years to become a world champion.
Answer yourself if you’re passionate about product that you’re selling or sales process in general. It is the only way you can achieve the true success and become the best in your field. As long as you have dedication and determination to achieve your goal (coupled with a compelling Why as proposed by Simon Sinek), everything is possible.
5. Living a Happy Life
“I feel like I’m at my highest point when I’m with the people that surround me every day. They provide the real positive influences in my life.” – Sam Berns
Sam talks about 3 philosophies that lead to a better life:
- Be ok with what you can’t do, since there is so much you can do
- Surround yourself with people you want to be around
- Keep moving forward
- And gives one of the best advice – never miss a party!
Assuming that you are driven by success to convince and sell like a rockstar, surround yourself with other sales people who embody what you aspire to be. Of course, there are examples of sales prodigies everywhere. But follow and associate yourself with those who you personally connect with, have a similar value system (not just during work, but after work, as well) and most importantly, make you happy.