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Smarter Selling: Next generation sales strategies to meet your buyer’s needs – every time by David Lambert, Keith Dugdale

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Scoring your answers

The next stage is to understand what your answers mean in terms of your behaviour. Circle the number that relates to the answer you selected and then add up the total of the numbers you have circled.

Category 1AlwaysMost of the timeOn occasionNever
I prefer to make decisions rather than follow someone else’s lead201550
I prefer to follow someone else rather than take the lead051520
In a meeting I tend to keep quiet even when I disagree rather than speak out051520
I will make suggestions rather than wait for others to do so201550
I prefer to see what others have to say before I say anything051520
I will defer to leadership rather than challenge it051520
I leave decisions to others rather than make them myself051520
People tend to ...

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