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Chip Scholz
Head Coach
Chip Scholz is Head Coach of Scholz and Associates, Inc. He is a nationally recognized executive coach, public speaker and author. He is a Certified Business Coach and works with CEO’s, business owners and sales professionals across North America.
Chip has written for a number of business and trade publications. 2009 saw the release of his first book project, “Masterminds Unleashed: Selling for Geniuses.” His second book, with co-authors Sue Nielsen and Tracy Lunquist, “Do Eagles Just Wing It?” was published in 2011. His next book "Clear Conduct" is due in 2013.Do Eagles Just Wing It?
Buy a copy of Do Eagles Just Wing It? here!
Masterminds Unleashed: Selling for Geniuses
Buy a copy of Masterminds Unleashed: Selling for Geniuses here!
Category Archives: sales
Sales Communications:
How to Conquer a Bad Sales Habit
When you’re talking with customers, which of the 16 bad sales habits do you commit? Do you fall into the traps of failing to be fully present? Selling past the close? Selective hearing? It’s never easy to create a new habit, but it may be easier to stop a bad one. Here’s the secret: Don’t [...]
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16 Bad Sales Habits
Marshall Goldsmith, Don Brown and Bill Hawkins in What Got You Here Won’t Get You There in Sales!: How Successful Salespeople Take It to the Next Level, (McGraw-Hill, 2011), identify 16 bad sales habits that severely damage a customer’s sales experience. Eliminating even one or two can profoundly improve your sales and influencing abilities. Failure [...]
Also posted in career, communication, executive coaching Tagged communications, customer communications, executive coaching, sales process, selling Leave a comment
Customer Communications
and the Empathy Deficit
Have you ever wondered why some people seem naturally quite good at sales and communications, while others struggle? It has a lot to do with the way our brains are wired. In fact, the quality of your customer communications depends on your ability to show empathy. We innately connect with others, both emotionally and physiologically, [...]
Also posted in communication Tagged building trust, communications, customer communications, effective selling, selling Leave a comment
The Customer Experience:
Not What It Used to Be
Leaders seem to forget that their human assets make or break a customer’s experience. “Interpersonal interaction, though sometimes not the top reason for making a purchase, is almost always the reason for not repurchasing.” ~ Marshall Goldsmith, Don Brown and Bill Hawkins, What Got You Here Won’t Get You There in Sales!: How Successful Salespeople [...]
Also posted in coaching, communication, relationships Tagged communications, customer experience, customer relationships, relationship building, sales process, selling Leave a comment
Social Media: Sink or Swim with Customers?
If your company hasn’t jumped on the social media bandwagon yet, It’s probably missing opportunities to connect with customers in new ways. Information technology is reshaping the company/consumer relationship, often bringing benefits to both. The misuse of technology, however, can erode customer care. In the work I do with organizations, I’ve heard more than a [...]
Also posted in collaboration, communication, leadership, relationships Tagged building trust, communications, customers, relationship building, social media Leave a comment
7 Tips for Selling BEFORE You Approach Anyone
In a series of recent posts, I suggest 7 tips to prepare the way to getting more appointments for selling, and having more sales conversations: How to Prepare for Selling: 3 Really Tough Tips 2 Tips to Prepare for Good Sales 7 Tips for Getting Known in Your Target Market None of these tips involve [...]
Also posted in chip scholz, communication, relationships, Uncategorized Tagged building trust, effective selling, sales process, selling for geniuses, selling yourself Leave a comment
Mapping Your Sales Preparation: Gather Info
In a recent post, Better Informed, Better Sales, I explain how important it is to research information about your target market and prospects before you ever approach the selling process. I quoted the late Bill Brooks of the Brooks Group: “In a highly competitive crowded marketplace, all other things being equal, the one with the [...]
Selling Is NOT Accidental – Visual Tips
In the last few weeks I’ve been excerpting tips from the book I collaborated on with 7 esteemed colleagues, Masterminds Unleashed: Selling for Geniuses, Selling When Selling Isn’t in Your Title. Not because I want to flog more books, although that’s always fun to hear someone’s bought it. My main motivation, however, is this: I’ve [...]
Sales Success: Set Yourself Up