Tag Archives: Closing Business

What’s Wrong About Questions? (Part 2)

In “What’s Wrong About Questions (Part 2)”, learn about 3 strategies to avoid the trap of questions, engage in meaningful conversations, and stand-out in front of your audience.

These 3 strategies will help differentiate yourself to an audience, become an agile communicator, and be a better asker.


3 Hacks for More Sales

Vole. 4, Issue 1


  1. a writer or journalist producing dull, unoriginal work. “a hack scriptwriter”
  2. a strategy or technique for managing one’s time or activities more efficiently. “there’s one easy hack to avoid the eight dollar popcorn trap: eat before you get to the theater”

But, today, the word hack has better currency and attracts a lot of interest. The definition has morphed into something positive.

Being a hack today means you’ve demonstrated cleverness and ingenuity; that you solved a meaningful problem in an unusual and unprecedented way.

Have You Heard About the “3:30:3 Rule”?

Vol. 3, Issue 2

Summer is here and we’re heading into a holiday weekend. Let’s make this brief.

In his weekly blog, “The Sunday Snippet,” John Stevenson writes about the importance of observing of what he calls a 3:30:3 rule. Here’s what he has to say:

“The 3:30:3 rule works like this:  You must earn an audience’s interest in the first three seconds. Do you have something meaningful to say, and do you have a useful solution to my problem?

If you are successful in the first few seconds, they will most likely grant you another 30 seconds.

Assuming you’ve been on target so far, your prospect will now grant you three more minutes to make your case.”

Stevenson’s firm, Client Kudos, creates stories that gain attention and engage audiences in fresh ways. His 3:30:3 rule is proven to work with written communications, but is equally powerful to keep in mind when you are asking for what you want.

Directly asking for what you want gets your audience squarely focused on solutions in the first few moments of the conversation. It cuts through clutter and static. It differentiates you from others who spend too much time and provide too much information trying to get to their point.

The number one constraint in people’s lives is TIME. When asking for what you want, use The Asking Formula – and the 3:30:3 Rule – as a way to make the most of your and your audience’s time.