For those of you that are new here, every week I send what I call a 1x1x1.
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One learning, reminder, or interesting thought from my week.
One interesting find/tool from my week.
One image from my life.

Let's dive in 👇

Thought from the week

5 Sales Hacks: How to Flip the Script, Listen More, and Close Deals Like a Pro

I think if you want to win as a founder, you need to get at least decent at sales. It's not optional. Sales is like the cheat code that unlocks everything else—testing ideas, getting revenue, scaling up.

If you can’t sell, you’re basically trying to run a marathon with no shoes.

When I first got into sales, I was terrible. Like, imagine trying to bake a cake without knowing what an oven is terrible.

I was out there fumbling through pitches, getting rejected left and right, and thinking, 'Is this really what it takes?' Spoiler alert: it is, but you get better. And once you do, everything starts to click.

After a few sales trainings and thousands of reps, I started getting results.

I was on a sales call this week and it went quite well (fingers crossed for a good chunk of biz). Post call, I started reflecting on the consistent tactics I use that work really well in my sales process.

These are my top five sales practices that I felt were worth sharing. Like my wardrobe of basically six WeHero shirts and three button downs, they are really simple.

1. Negative Reversal - Here’s the trick: Before your prospect finds a reason to doubt you, throw it out there yourself. Instead of selling like a used car dealer trying to hide the rust, say something like, “This might not be for you if XYZ is more important than ABC.” It’s like saying, “I know you might not want this,” which disarms them and shows you’re not just trying to make a quick buck—you’re actually trying to find the right fit.
2. Stop Talking - In a good sales call, you should be doing way less talking than your prospect. Think of yourself as a detective—ask questions, dig into their problems, and then reveal how you can solve them at the end. You’re not there to lecture; you’re there to listen and learn.
3. Future Pacing - Get them to imagine the future with your product. Instead of just rattling off features, ask, “Picture this: six months from now, you’ve got this in place, and it’s giving you X results. How would that change your game?” It’s like getting them to daydream about their success with your solution, making it way easier for them to commit.
4. I Don’t Know - Don’t be afraid to admit when you don’t have all the answers. Saying “I don’t know” doesn’t make you look bad—it makes you look honest. If your prospect can’t trust your “no,” they won’t trust your “yes” either. It’s about building real trust, not just trying to look smart.
5. Persistent Follow-Ups - I follow up 5-8 times with each interested prospect. I’m not just talking about the obligatory “checking in” emails. The key is to add value each time. Don’t just pop up in their inbox—give them something useful to keep them engaged.

I hope at least one of these tactics can help you in your sales game. Go close some deals!

Interesting find/tool of the week

Need some motivation? Business partner Andy sent this to me. FIRED UP!

Image from my life

Life is better with cake (and Andy) in it.

See you all next week!