Consultative Selling System

Armstrong Int'l Equips New Area Sales Managers with Consultative Skills

Three Rivers, Mi. December, 2010. Armstrong International Corp., a worldwide leader in the development, design, and installation of Intelligent System Solutions with Steam, Air, and Hot Water, contracted with Everest Training & Consulting to train new Area Sales Managers in consultative selling. "We have two initiatives that we needed help, first our sales force in the S.E. section of the US is basically retiring and we need smart, high energy new Representatives so we not only maintain but grow our market share in that part of the Country" said Tom Henry, Director of Global Sales. "The other initiative is our focus on developing the Service and Consultant practices at Armstrong to be able to bring a total solution to our customers. We want our Representatives to be problem solvers and establish good relationships with our customers to become trusted advisors." Said Henry. "Ed understood the exposure we faced with retiring Representatives and the need to maintain those good customer relationships. And our young guys will be challenged because of their age so we needed a system that would establish their credibility as problem solvers and innovators; Ed's program gave us the road map to implement this system." Rex Scare, P.E., VP of Sales The Americas said, "So far our customers have been impressed with the professionalism and ideas generated by the new Representatives and our challenge going forward will be not to take our customer base for granted but bring solutions that will delight current customers by recommending innovate, cost effective systems."

Everest Training & Consulting is committed to enabling organizations to innovate to profitability: to apply critical sales, service and leadership skills to create a competitive advantage and to maximize each person's contribution through individual, professional, and personal growth. For further information contact Ed Pritchard at 734-455-4151.