E86. Redefining Sales: From Cringe to Connection w/ Alex Gabbert

What if everything you thought you knew about sales was wrong? Alex Gabbert, Brand Communications Director at Publicity For Good, challenges conventional wisdom by redefining sales as "the transfer of energy and certainty that solves a need." Far from the pushy stereotypes we've come to expect, Alex reveals how authentic sales is fundamentally about helping people.

• Sales is simply the transfer of energy and certainty that solves a need your product/service provides
• Creating relationships starts with being present and truly listening without thinking about what to say next
• You only control three things in sales: your attitude, your words, and your pace of work
• Rejection triggers the same brain response as physical pain, but embracing "no" leads to greater success
• 80% of deals happen after someone initially says "no"
• Don't practice on prospects—prepare and rehearse objection handling before client conversations
• Purpose-driven PR helps positive stories reach the right audiences and combats media negativity
• The ability to be "positively contagious" transcends sales roles and applies to all leadership positions

Visit publicityforgood.com to learn more about how they help purpose-driven brands tell their stories, or connect with Alex at https://publicityforgood.com/  for sales leadership resources and training.

Alex shares more information on the after show following the podcast.

BelemLeaders–Your organization's trusted partner for leader and team development. Visit our website to connect: belemleaders.org or book a discovery call today! belem.as.me/discovery

Until next time, keep doing great things!

Chapters

• 0:00 Introduction to Alex Gabbard
• 2:11 Redefining What Sales Really Is
• 7:25 The Art of Building Relationships
• 13:03 Embracing Rejection and Growing Stronger
• 21:30 PR for Purpose-Driven Brands
• 32:57 Building Effective Sales Teams
• 37:45 Final Thoughts and Contact Information