4 Cornerstones of Success
This cornerstone impacts how you react to setbacks and failures. You better check yours.
Attitude
Potential barriers to this include habit, the rhythm of response, time pressure, and internal filters/biases.
Active Listening
Because "being good is not a permanent place", do not fall victim to this by failing to adapt to changing times, technology, and customer demand.
Digital Darwinism
It's the "Q" in "QPR", indicating how often these meetings should be held.
Quarterly
Being able to handle objections is key to advancing the client through this process.
Buying/Decision
This cornerstone encourages us to take responsibility and stop blaming the rest of the world for your problems.
Personal Accountability
If you're not in your client's this, it's going to be very hard to act in their best interests.
Operating Reality
Involving a minimum of 3 relationships at different levels, establishing this with your client helps safegaurd the relationship and provides a more comprehensive view of their Operating Reality.
Web of Influence
Be sure to fill out one of these and role practice with your manager prior to your QPR. After all, "a failure to plan is a plan to fail".
Call Planning Worksheet
They way you handle objections is a chance to set yourselves apart from these jerks.
The competition
This cornerstone involves a steady persistence in a course of action, especially in spite of difficulties, obstacles, or discouragement.
Perseverance
In addition to sending qualified talent and making sure they know what is expected of them, it is the #1 thing our clients want from us.
Understand my wants and needs.
Don't be ike this amphibious analogy, otherwise you may not realize you're in trouble until it's too late. Is it getting hot in here?
A frog in boiling water.
It's the tip of the Relationship Pyramid. Be this for your client, and you will win as one.
Strategic Partner
When handling objections, don't make the mistake of doing this until you have earned the right.
Ask a question/respond
These grow stronger over time and become automatic.
Habits
This triangle shaped diagram serves as a measure of how aligned we are with our client's strategic initiatives.
Relationship Pyramid
A change in this person on your client's end poses the most significant risk to the account.
KDM- Key Decision Maker
To have a truly impactful QPR, be sure to invite a member from of this alphabetic level of the company from both sides.
C-suite
A tip for handling objections? Don't be defensive. An objection is simply a request for more of this.
Information
Apply the 4 Cornerstones to get these two things in the right. Ice Cube would be proud.
Mind and Actions
Use this equation to calculate your worth in the client's eyes.
Value Equation (Value= Benefits-Cost)
A scary place to be, this term is used to indicate a value deficit- when the client feels that the cost of doing business with us exceeds the benefits.
"Point of Fear"
Use the QPR as an opportunity to do this, leveraging our relationship to potentially expand our business into other areas of the client's company.
Cross-sell
This alliterative technique can be used to create alignment, empathy, and isolate the real objective.
Feel, Felt, Found