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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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A process for planning your actions

  1. Look at each behaviour in detail, one at a time.

  2. Decide whether you are comfortable with your results.

  3. If you are then move on to the next behaviour. If you are not then write down in the boxes provided your score and the score you would like to achieve – and the date by when you would like to achieve it.

  4. Next, look at the suggestions we have included for making a change in that behaviour and think about how these suggestions may apply to you, in your environment.

  5. Decide on small things you can do and write them in the next box. We advise small things, because these are more likely to get done than big things.

  6. Decide on who, if anyone, you would like to help you work on those behavioural changes.

  7. Move on to the next ...

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