We have been talking about selling during this Corona-stuff for a couple of weeks. After several conversations with those on the front lines of all this, I thought it might be appropriate to share what we have learned. As one of my good friends recently commented, “If ever there is a time for sharing within our industry, now is the time.” Consider this sharing. First, a note from Frank's Assistant: We have written about sales calls for years and focused on Sometimes they're sweet. them in the recent past.  These unprecedented times call for revised techniques.  Frank is fortunate to have a secluded office with few non-work distractions.  Like many of you, I am working from home while trying to homeschool three noisy kids while also caring for a COVID-19 patient.  When I think about reaching out to others, I consider they might also have a house in chaos.  With that in mind, remember to be flexible.  Flexible with your work hours, flexible with yo...

Make no mistake, customers are thinking and behaving differently today than just a couple years ago. When I was a  rookie sales guy, the primary source of product information for my customers was their favorite salesperson. Introducing customers to new products, providing catalogs for additional product data searches and demonstrations of new features (and benefits) of existing products was job one. Early on, I discovered the salesperson who provided the best and most valuable information held a position of grace and favor. #ASKGUDMUNDUR: The world's  first human search engine. Once I worked my way into the favored spot, I became the trusted “human search engine” used to find solutions and new products. Here’s how it went. The customer described their problem, I took notes, drew pictures and scurried off to research a list of possible solutions. A week or two later, I returned with a few catalog data sheets, a dozen or so pictures and we refined the “search” and ...