5 TED Talks for Sales People – PART 2

By April 19, 2016Sales
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1. Go with your Gut Feeling

“if you’ve got the will, and the desire, and put the motivation in, and focus, things tend to happen.” – Magnus Walker

In this talk Magnus Walker connects the dots in his life, and attributes success to leap of faith and his strong passion driving those decisions based on gut feelings. Starting from working as a construction worker to setting up clothing company, film business and Porche restoration company, Magnus defines success as freedom to do whatever he wanted. For sales people, he shares a valuable lesson by coming a full circle in this story (and his life) and that is – never lose sight of your dream, let your passion drive actions and go with gut-feelings even when things seem awkward.

Sales Lesson Learnt:

Though Magnus Walker puts together a Karmic end to the talk, discussing passion, dedication and motivation driving success over a period of time, the real sales lesson for me was described in his pivotal story at 7:02 when he sold his first pair of jeans. The creative ability to create a deal out of same resources available to everyone else, sets the sales people apart. Creative thinking is what created his 3 businesses. It is fundamentally the same way, a quota carrying sales rep can close every single deal against all odds.

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2. How Your Unconscious Mind Rules Your Behaviour

“You choose, but you don’t exactly know how are you doing the choosing” – Leonard Mlodinow

In the very first few minutes, Leonard shows a great example of how the brains of our customers, you and I included, makes decisions. In this talk, he discusses how subconscious mind chooses based on the context rather than the data and facts available. Infact subliminal messaging plays a vital part in developing strong roots for our decision making process.

Sales Lesson Learnt:

Social neurosciences deeply affects how your prospect responds to pricing as well as demonstrates buying behaviour. This talk is especially great for my entrepreneur friends who are setting up pricing strategy. On the other hand,  sales enablement initiatives can judiciously include usage of social neurosciences in developing sales messaging, context and closing strategies. Accepting a little bit more about how subconscious mind rules your prospects behaviour will also ease pressure on absolutely logical decision making.

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3. 7 Deadly Sins of Public Speaking

“Its not about what you say, but how you say it.”

This flawless talk is a treasure for sales people packed in 9 minutes. From cautioning the audience against 7 deadly sins of speaking to Julian Treasure does not drop the anticipation of captivated audience till the end. From 7 deadly sins of speaking to 4 fundamentals of highly impactful speeches, Julian provides nuggets of gold (and a toolset) to have impactful conversations. To top it all, he ends the talk on a strong philosophical note which makes you think about the summation of impact of our daily conversations.

Sales Lesson Learnt:

Sales people should definitely watch out for those deadly sins of gossiping, judgement, negativity and complaining while trying to convince their prospects. At the same time, principles of HAIL – Honesty, Authenticity, Integrity and Love can be cornerstones of creating conversations translating to healthy pipeline. And finally, use his toolset to master the art of convincing and influencing your buyers.

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4. Want to Help Someone? Shut Up and Listen!

“If people do not wish to be helped, leave them alone” – E. F. Schumacher

Amazing talk for entrepreneurs by Ernesto Sirolli. He talks how we shouldn’t help those that are not asking for it. How important it is to listen and avoid jumping into assumptions. All in all, a thoughtful talk for entrepreneurs and all problem solvers, like sales people.

Sales Lesson Learnt:

Usually, sales guys are extroverts who talk and try to pitch in their product and quickly move onto a next deal. That is why the closing rate of less than 10% is what everyone are expecting. But by being thoughtful, listening to your clients needs and advertising solution to those needs is where the money’s at. Sit down and listen up. Let them speak, if they have trouble speaking – ask questions. If you’re not sure what those questions are, check our latest downloable of probing questions here.

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5. The Hidden Power of Smiling

“Smiling makes you more likable and courteous, but you actually appear to be more competent” – Ron Gutman

Now this one is something for anyone. Ron says smiling is our superpower. Produces more joy than chocolate and one smile is worth 25 large ones. Genuine smile is contagious and it is something worth spreading.

Sales Lesson Learnt:

Now what can you learn from this one, as a saleman. Your priority is to build relationships with your clients. Genuine smiles go along way. Make others feel good by smiling and they will return. Just don’t try to fake it, it’s in our genes to detect fake smiles. Of course, by just smiling you will appear like a mental case, so you have to smile only when it’s appropriate. To sum up, don’t be the dull type of a salesman.

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by Deepanker Dua

Deep is the chief sales scientist at SalesChakra. As he experiments with sales acceleration at tech startups, he documents his learnings through this blog. An avid traveller, he has lived selling disruptive technologies in 4 continents, and speaks 5 international languages. Connect with him on Twitter @askdeepr and LinkedIn.

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by Jonas Matkevicius

Jonas is a marketing specialist at SalesChakra. He is a certified inbound marketer who drives social media engagement and optimizes content for audiences. He loves to write on sales, non profits and entrepreneurship.