QODRANTS - the mnemonic

• Q = quota– ie in your pre call preparation know what current quota/share of potential

business loyalty you enjoy from this customer/prospect and prepare to update when F2F • eg. CV = $5000, total equipment value = $50000, therefore 10%

• O = objective– ie in your pre call preparation, ensure that you have a specific and clear

objective that supports progression and represents implementation of your chosen progression tactic….ensure you have the right audience for your objective • eg. To get the customer/prospect to visit a reference site

QODRANTS - the mnemonic

• D = discussion– ie Tell your audience your objective up front , and gear your discussion to be

flexible but importantly to deliver on your objective• Link to SPIN SELLING

QODRANTS - the mnemonic

• R = resulting commitment– ie ensure, as part of your preparation (contingency planning) and as part of your

discussion, that there is some form of bilateral commitment reached eg. after failing to get the full objective, a commitment is reached that if you provide some specifically requested technical data, then the customer/ prospect will visit a reference site

• A = action – ie ensure that there is some form of fulfilment action encumbent on at least one party

as a result of the commitment reached eg. you will arrange the reference site access; the customer/prospect will make direct confirmation with referee

• N = next contact – what/when– ie as a result of the type of action(s), what type of contact will ensue and when

eg you will make a follow up F2F to check on reference site visit

• T = timing of next visit – which kicks off the cycle again as it leads back to the visit objective

– ie diarise next contact before leaving current contact (best case)……. (minimum case) in-principle timing agreed with specific timing for confirmation contact eg. visit on July 23, 3pm; 4 weeks after reference site visit date

QODRANTS - the mnemonic

• S = self score– ie immediately after the contact, self assess outcomes vs objectives, ask

“what could I have done better”, and score out of ten against each letter in the mnemonic