1 / 4

QODRANTS - the mnemonic

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

tory
Download Presentation

QODRANTS - the mnemonic

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. 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

  2. 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

  3. 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 • iediarise 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

  4. 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

More Related