Appendix B

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4 = Agree 5 = Strongly agree

SCORING GUIDE • Add up your score for questions 2 and 3. Write that number in the “Teaches for Differentiation” box below. • Add up your score for questions 5 and 6. Write that number in the “Tailors for Resonance” box below. • Add up your score for questions 8 and 9. Write that number in the “Takes Control” box below. If you rated yourself highly on questions 1, 4, 7, or 10, this means that you have natural sales tendencies in other sales profiles. (1 is Relationship Builder, 4 is Lone Wolf, 7 is Problem Solver, 10 is Hard Worker) In each box: • 8 or Above: Sounds like you’re off to a great start; keep looking for ways to challenge your customers’ thinking. • 5 to 7: You have a good foundation to build on; target an area for development and start pushing yourself to challenge more. • 4 or Below: This may be a slightly new approach for you; think about the area where you feel most comfortable and start your personal development there.

APPENDIX C Challenger Hiring Guide: Key Questions to Ask in the Interview

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