Tag Archives: selling yourself

Leadership Talk: Charisma Does Matter

By chipscholz | Published: September 8, 2010
Here’s another myth about what makes a good leader: Charisma doesn’t matter We’re taught that charisma shouldn’t matter. Leaders are not supposed to be movie stars or royalty, and their authority shouldn’t be influenced by good looks and charm. Rather, it should be based on authentic credibility. In reality, highly effective leaders often display great [...]
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Coaching Change: Use Negative Stories in a Good Way

By chipscholz | Published: August 13, 2010
Social scientists have shown us that negative messages are what gets people’s attention. Bad is stronger than good, when it comes to getting people to listen. But without being a fear-monger or doomsayer, how can we effectively use negativity to encourage change? I’m a big believer in the power of stories for getting people to [...]
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Presentations that Persuade: What’s your intention?

By chipscholz | Published: July 21, 2010
Have you ever crammed too much into an hour-long presentation?A good presentation is focused and clear. It has one clear intention, and builds content around that. In preparing a speech the other day, I was reminded of my four keys to success, whether for selling, speech writing or networking: Clarity Focus Attention Intention I got [...]
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7 Tips for Selling BEFORE You Approach Anyone

By chipscholz | Published: July 16, 2010
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 [...]
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Mapping Your Sales Preparation: Gather Info

By chipscholz | Published: July 14, 2010
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 [...]
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Selling Is NOT Accidental – Visual Tips

By chipscholz | Published: July 12, 2010
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 [...]
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How to Prepare for Selling: 3 Really Tough Tips

By chipscholz | Published: July 8, 2010
What selling tips are the hardest for professionals to implement? Previously I introduced 4 tips for preparing the way to successful sales. When you pay attention to these things, your selling becomes a lot easier: be visible, ask your target market, reach out, and be easy to find. These next tips are harder to implement [...]
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2 Tips to Prepare for Good Sales

By chipscholz | Published: July 6, 2010
What other tips do I suggest that paves the way for an effective sales process? Last week I introduced this topic with 2 out of my 7 tips: Be visible, volunteer and get involved in industry activities; write a column Ask your target market questions Here are two more of my tips from the book [...]
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7 Tips for Getting Known in Your Target Market

By chipscholz | Published: July 1, 2010
When planning a sales campaign, once you have a list of target opportunities, what should you do next? When I’m working with clients, coaching them on their selling process, it takes a good degree of clarity and focus to develop a realistic list of prospects. This is no small task. It involves some serious thinking, [...]
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Better Informed, Better Sales

By chipscholz | Published: June 29, 2010
“In a highly competitive crowded marketplace, all other things being equal, the one with the most information about the prospect and market, who knows how to turn it into solutions, will win the sale.” ~ Bill Brooks Bill Brooks was a great sales person I had the opportunity to get to know, before he passed [...]
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