The Best TED Talks for Handling Sales Objections

August 21, 2019
The Best TED Talks for Handling Sales Objections

Are you looking for the best TED Talks for handling sales objections? You're in the right place!

As a sales professional, sales objections are just part of the job. Sometimes, we need a little more inspiration than what we can get from a list of common objections and responses.

So, I present to you these TED Talks. Each of these talks highlights a crucial part of what it means to handle objections professionally and successfully. They will discuss how we chose our behaviors and reactions, how we should stand up to rejection, and how confidence is crucial. 

Well, what are you waiting for?

The Best TED Talks for Handling Sales Objections

1. Own Your Behaviours, Master Your Communication, Determine Your Success | Louise Evans | TEDxGenova

In this TED Talk, Louise Evans discusses the importance of our own thoughts and how they decide our success. The choices we make and the behaviors we choose make a direct impact in in our lives.

In her TED Talk, she uses the example of taking her new partner's daughter out for a night of bonding. At one point, she looks over to find her acquaintance on her iPhone, totally distant to the jazz show Louise was so excited to bring her to.

In this moment, Louise described 5 different ways she could have reacted to this situation. The first is judging her and being angry that she is on her phone. The second is self doubt and panic that this night was a horrible idea. In the TED Talk, she goes down the line of emotions from anger to curiosity until her partner's daughter speaks up.

It turns out she wasn't distracted on her phone, she was looking up the history of the jazz band they were watching!

In terms of TED Talks for handling objections in sales, this one speaks to the mindset you need in order to see objections as opportunities. Louise automatically thought being on a phone as being a negative. When in reality, her partner's daughter being on the phone was positive.

In sales, prospects will behave in ways that may make you uncomfortable or insecure. But, if you have confidence in yourself and your product, you will be able to work past any objection.

2. What I learned from 100 days of rejection | Jia Jiang

In this TED Talk, Jia Jiang talks about the importance of perseverance in the face of rejection. In sales, we all know the feeling of rejection.

Jia talks about his discovery of “rejection therapy.” Rejection Therapy is meant to help you build up an immunity to rejection by prompting you to ask for things that will definitely lead to a rejection. Jia followed this program for 100 days.

The reason sales professionals don't like objections is because they share a close relation to rejections. Rejections make us want to run away from whatever is causing it! In this TED Talk, Jia illustrates how he discovered that if you don't run from a rejection, you can actually turn a no into a yes. (Even for the most ridiculous requests.)

Ultimately, sales people have to treat objections the same way. You can't beat around the bush and you can't ignore an objection. Instead, you must discovery why the prospect has the objection in the first place.

3. The skill of self confidence | Dr. Ivan Joseph | TEDxRyersonU

In this TED Talk, Dr. Ivan Joseph talks about the importance of confidence. He states, that with confidence, we can accomplish anything. To achieve confidence, the most important thing is to stop negative self-talk. This goes for things we say about ourselves and things we think about ourselves.

He states that we are critical by the nature of what we do.

Sales objections can often make us feel… well… not confident. They can catch us off guard or maybe even stump us! But, with confidence, we can work through objections and learn from them.

Even if we don't know the answer or we gave the wrong information, confidence gives us the ability to take ownership and keep moving forward.

Now it's time for you to get started implementing what you've learned. Use these videos to help you handle sales objections and see them in a new light.

Have any more TED Talks for handling sales objections? Share them with us in the comments!

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