Tag Archives: Sales Competencies

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.

Take Advantage of Affinity Bias

Vol. 3, Issue 8

It’s common sense that we tend to like people who are like ourselves.

We have a natural propensity to be associated with people who we can relate to, who share certain values, and who we are comfortable around.

This tendency to surround ourselves with like-minded people is called affinity bias. It’s a concept that routinely comes up in the context of a workplace or organizational culture.

By developing Best Reasons, you can use these situations to your advantage. Intrigued? Watch our latest installment to see what I mean.

Don’t Waste Time: Ask the Right Follow-up Questions

Vol. 3, Issue 3

You don’t learn much by asking questions.

What I mean by that is that the typical “who, what, when, where, why” approach doesn’t gain much in terms of insight. Honestly, when is the last time you actually learned the truth about someone by asking them these types of questions?

The key to discovering someone’s true motivation or character is: the follow-up question. It is politely, but firmly, asking your audience to build on their prior answer… to go deeper and be more authentic in their response.

Watch to learn more…