"Our Dealers need to focus on all the elements that comprise the value proposition of their prospects and customers" said Franciso Pinto, VP Sales LAM. "Ed Pritchard's presentation was just what we needed to remind our Dealers that there is a difference between the price to buy a truck and the cost to use a truck. Ed's focus on motivational needs of customers, prospects and the Dealer's sales force was instrumental in guiding them to create sales plans based on more than just a lower price," said Pinto. "Ed's message coupled with our lower-end truck strategy provided the tools for Dealers to successfully combat the Chinese truck thrust," commented Alberto Blanco, Business Development Manager. "His insights on how to create a "selling culture" to promote market share growth challenged our Principles to review all aspects of their business model and prompted some to invite Ed to critique and give guidance to their plans of implementing a selling culture strategy. The Latin America market is booming but we can't take for granted the growth will continue. We must attack each sales opportunity as if it was the only one on the table," said Blanco. "It was helpful that some of Ed's materials are in Spanish, however the basic theme of motivational needs based on value as perceived by the prospect and customer is fundamental no matter what the language," said Pinto.

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.