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...me.” The call came from the auto manufacturer, not a dealer. I was impr...able drive to sell, sell, sell, the insurance industry has subverted its sales...

...day with less stress. Walk into an auto dealership to look at a car and you’re...

... sell me a car! Here are a few thoughts about the role information plays in the sales process today: Giving customers a satisfying experience is what satisfies them A couple of hours before a speaker was to present a seminar, he discovered that he had forgotten to pack the A/C power supply for his laptop computer. Even though it was 6:45 a.m., he found a local store in the Yellow Pages and dialed the number. To his surprise, the call was answered on the second ring. After ... to do with getting appointments or making cold calls and everything to do with understanding and using data. John R. Graham is president of Graham Communications, a marketing services and sales consulting firm founded in 1976. He's the author of The New Magnet Marketing (Chandler House Press, 1998) and 203 Ways to Be Supremely Successful in the New World of Selling (Macmillan Spectrum, 1996) . Graham writes for a variety of publications and speaks on business, marketing, and sales topics for company and association meetings. He's the ... which would be followed up on. I asked about upcoming leasing deals. "They're posted on our Web site," the caller said. "Be sure to visit it. If you have any questions, please contact me." The call came from the auto manufacturer, not a dealer. I was impressed: General Motors was clearly taking the initiative with the customer. With the information I provided, a program would be crafted to make sure I'd be driving another General Motors car. And that's not all. GM ...