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 – 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

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