I threw the worthless book away once I read the first couple of chapters. Whole premise, aske better questions and challenge the customer to act. Wow, fuckin ground breaking! The presenters at the NSM were freakin reject idiots as well!
I agree, pretty worthless. I am pretty open minded about trying new concepts, but this is a waste of time and money. Nothing but busy work to make it look like training is doing something. I didn't talk to one person who bought in.
How many Reps have already had a manager push a customer to the brink? What was the customers reaction?
You can try all you want, but it is very difficult to make a silk purse out of a sow's ear. This company is a sow's ear.
I have never increased business by making a customer feel uncomfortable. Target the right people, stick to the message. This is not complicated.
What really is amazing is that companies continue to pay big money to consultants who come up with worthless crap like Challenger. Hey, it must be great, it came from a highly paid consultant!