#03 DFQ - The Basic Model of Newsell
Posted on November 6th, 2006 by MichaelLesson
3
This lesson outlines the basic model of newsell.
If you choose to use the newsell model of business then you place your focus on the three basic newsell positions which are called: checkmate, check, and uncheck.
Checkmate
In the ancient game of chess, the checkmate position is the situation which signifies victory! In business, checkmate is when the customer says YES and this is, of course, what we want to happen.
The checkmate position is known traditionally in selling as ‘the close’. Since checkmate is a decision which takes place in the brain of another person–the customer–that decision is outside your control. This is a fact of scientific reality, the acknowledgment of which is a fundamental principle of newsell.
The Theory of Newsell: the customer closes the sale.
Checkmate is when a customer says “I’ll buy” and offers her credit card, or when a buyer accepts the deal and signs the purchase order. In show business, it’s when the director says, “You’re in” and you get the part you auditioned for. The main strategic feature of the checkmate situation is: the salesperson (you) CANNOT control checkmate.
Check
The check position signifies a customer contact:
- check is a unit of measurement for ‘customer contact’
- check = CUSTOMER CONTACT = check
- check is when your meme enters the customers brain
- check is when one customer WOMs (word-of-mouth) another customer
- check is when it is possible for the customer to say NO or YES
- without check there can be no checkmate
- check is the penultimate state, the set-up move for checkmate
- check is the position of the energy switch which makes it possible for checkmate to happen.
Whether by voicemail, faxmail, email, postmail or in person (facemail?), in business, check is the moment of customer contact. Check is that state of the customer’s brain when it’s now possible for the prospect to say YES or NO as a result of an offer made by you. In other words, the customer’s brain has been stimulated by a contact from you (check) and so the customer will respond by deciding whether to act or not to act - YES or NO.
Check is when you ask the customer a question. It’s when you mail the proposal, or when you send the email. It’s when you show the powerpoint or DVD presentation and lay out the details. It’s when you offer a sample. It’s when you fax out the press releases, and follow up with a telephone call. It’s a business breakfast or a service call.
In show business, check is performing the audition or sending out demo CDs of your songs.
Check is the activity you can use to manage the attention of the customer. In the customer’s brain, attention is where the action is. Good check moves attract the customer’s attention, better check moves are the one’s the customer likes. Even better check moves are those that customers pass on to their contacts.
Strategy
Strategy is about control. If you don’t control something then it is not strategic for you. The special strategic feature of the check move is: you the salesperson CAN control check.
Check is the quintessence of business. In Newsell Coaching, check is a new metric, a fundamental unit of measurement. Check is a new currency for adding value to your business.
Tomorrow we’ll look at the opposite of check: uncheck.
DFQ #03 (Daily Feedback Question: post your answer below)
Can you guesstimate how many times will you escape from
uncheck to check, tomorrow (the next 24 hours)?
January 18th, 2010 at 6:28 pm
7
January 5th, 2010 at 8:38 am
10
January 4th, 2010 at 7:18 am
5 times . three for publishers and to for network
December 7th, 2009 at 8:32 pm
Hopefully it will be several times as I will be in a day long meeting with my organisation’s board and having my appointment to a consulting role confirmed. So hopefully I can go from uncheck to check with every new person I meet - should be about 7 people.
November 23rd, 2009 at 1:24 am
In person, two or three times
Indirectly those two or three will become 8 to 10 over the coming week, without further intervention from myself
November 19th, 2009 at 4:18 pm
Let me go for ten.
October 21st, 2009 at 4:03 pm
10 times
October 6th, 2009 at 9:16 am
3…
September 19th, 2009 at 10:00 am
I’m in Indonesia where tomorrow is idul Fitri, the holiest of holy days, so the only checking I’ll be doing will be the Aussie football prelim final scores
and I’ll probably do that about 20 times … Does that count? 
September 18th, 2009 at 1:17 am
I guess at least 3 times. Thank you
September 16th, 2009 at 1:29 pm
On average 2 a day.
August 31st, 2009 at 11:20 am
There are always 2-3 uncheck situations that can be moved to check every day.
August 28th, 2009 at 11:34 am
I am committed to 5 checks on Monday (it’s Friday today)
August 25th, 2009 at 4:21 am
I’ll guestimate to escape from uncheck to check 2 times.
August 11th, 2009 at 1:23 am
At least 10
July 22nd, 2009 at 4:55 am
11 times at least - that’s the number of people I have on a Check List. Maybe 5 others? So 16.
July 14th, 2009 at 12:53 am
I love the Check move theory.
I just set up a website (www.coachingsoccer.com.au) and tried to use the checkmove theory and had 1 person buy something in 1 day! Man I am so happy. Can’t wait to do more check move stuff!
I love how you get people to get involved in your comments as well.
Just bought your book and reading it now.
June 4th, 2009 at 10:18 am
2
June 3rd, 2009 at 2:42 pm
3
June 2nd, 2009 at 7:23 am
Not nearly enough, may 1 or 2, should be 20-30
June 1st, 2009 at 10:56 am
5
May 28th, 2009 at 12:50 am
I estimate at least a dozen times, as I initiate various forms of contact with existing clients, past clients, potential new clients and referral sources, whether by e-mail, phone or personal meeting. This is a very liberating concept.
As I was thinking about this, I found it more liberating to think of “check” as the context or space in which “checkmate” may occur. If I think of “check” as a step in a process, then it looks like I’m still trying to control checkmate. In other words, without check, checkmate cannot occur, so, because, I cannot control checkmate, I can focus on doing what is in my control, and that is, the quality and quantity of the “checks” I initiate and complete.
May 20th, 2009 at 3:00 am
5
May 1st, 2009 at 5:06 pm
5 times
April 28th, 2009 at 2:00 pm
As many customers as I can call. I am in the midst of contacting existing customers who made sales last financial year but not this financial year. My goal is to have my company fresh in their mind, following up enough to have them rememeber us and hoepfully use us next time a filter is required.
I would say atleast 30 customer maybe more
April 18th, 2009 at 4:46 am
let the customer come to you
can be used in any situation not necessarily a sales situation
April 7th, 2009 at 12:32 pm
3
April 5th, 2009 at 10:01 am
I am doing a weekend show so around 300 is likely at a minimum
March 10th, 2009 at 10:17 am
I’m back at square one on this…since I’m not actively selling in my business at the moment (as I mentioned earlier, I’m just in start-up). So, I’ll future-guess the answer….
The number of times I’ll go from uncheck to check each day (through direct marketing) is between 20 to 50. This is work I do daily that will eventually be replaced by search engine traffic and other people that I will hire.
March 2nd, 2009 at 7:46 pm
as long as you get the check done.
February 13th, 2009 at 3:56 pm
15
January 26th, 2009 at 1:56 am
Goal:- 10X
uncheck to check
uncheck to check
uncheck to check
uncheck to check
uncheck to check
uncheck to check - yes or no
uncheck to check - yes or no
uncheck to check - yes or no
uncheck to check - yes or no
uncheck to check - yes or no
January 10th, 2009 at 8:23 pm
I must start from to X10 and continue thru the ten step to finish.
Example I must provide you with basic information about Ghana if you have to come . as my first step.
Erik
January 5th, 2009 at 10:09 am
at least 1, then step into the ” x10 …. ” mindlock
thanks
Today, I am also re-reading SunTzu/Art of War - and contemplating the following :
“Strategy is about control. If you don’t control something then it is not strategic for you. The special strategic feature of the check move is: you the salesperson CAN control check.”
December 25th, 2008 at 12:40 am
Goal:- 10X
uncheck to check
uncheck to check
uncheck to check
uncheck to check
uncheck to check
uncheck to check - yes or no
uncheck to check - yes or no
uncheck to check - yes or no
uncheck to check - yes or no
uncheck to check - yes or no
December 16th, 2008 at 7:55 am
37
December 3rd, 2008 at 11:13 am
Between now noon to tomorrow noon, I think I’ll escape from uncheck three times.
November 24th, 2008 at 4:49 pm
by calling and email 100 people on my database for this new property that we have listed. by calling also clients on prospective buying and selling.
November 17th, 2008 at 12:40 pm
5
November 2nd, 2008 at 11:41 am
One
September 9th, 2008 at 6:00 pm
4 for the moment
September 6th, 2008 at 9:54 am
Only half a dozen - when I offer meals to my other half & my fish bait to the fish - I’m on holiday travelling up the coast on our boat.
August 18th, 2008 at 1:36 pm
consciously under 20, subconsciously several thousand
July 4th, 2008 at 10:24 am
5 times
May 18th, 2008 at 4:51 pm
25 TIMES
May 12th, 2008 at 6:33 am
20 times
May 9th, 2008 at 5:34 pm
I will conciously monitor uncheck to check opportunities throughout the day and guesstimate at least 30.
April 14th, 2008 at 3:59 pm
I WILL MOVE FROM UNCHECK TO CHECK TEN TIMES.
April 7th, 2008 at 1:28 pm
50
March 24th, 2008 at 7:26 pm
If we are talking purely sales than I would say one.
But it will be a big one!
March 15th, 2008 at 3:23 pm
I am checking and unchecking all my life.. whether in business or pleasure, life is full of checks and unchecks…
March 15th, 2008 at 2:42 pm
30+ a day every day.
10 Phone Calls.
10 postcards/letters.
10 emails.
or more….
March 10th, 2008 at 7:55 am
>25
March 6th, 2008 at 8:45 pm
Tomorrow most likely 3, maybe even 30. You gotta X10 your business right!?
January 22nd, 2008 at 10:10 am
8 times
January 18th, 2008 at 11:39 pm
what is uncheck?
January 8th, 2008 at 8:18 pm
3 times
January 8th, 2008 at 6:37 am
may be 3!
December 24th, 2007 at 8:21 am
5 times
December 14th, 2007 at 3:59 am
Minimum of 10 and a maximum of 10000
December 14th, 2007 at 12:18 am
20-30
December 10th, 2007 at 7:37 am
I will be very satisfied if I have a specific and measurable 10 checks today.
December 8th, 2007 at 10:31 pm
5-10 times
December 2nd, 2007 at 9:13 pm
10 times
November 21st, 2007 at 6:13 am
At least 25 times. I assume that uncheck to check is the transition from no “yes-no” contact to “yes-no” contact. If I am to escape uncheck to check, it’s when a service or product purveyor grabs my attention. If this is the case, then it seems that I am constantly barraged with buying opportunities. They are all pretty much the same, except some stand out more because they seem more matched to the conversation and concerns that are going around in my head at the time.
November 12th, 2007 at 11:17 pm
20 times
November 5th, 2007 at 3:17 pm
Just once. When in check, you still have the choice to say yes or no. Once in check, you can transition between yes and no many times.
October 17th, 2007 at 10:38 pm
10
September 30th, 2007 at 3:55 pm
0
September 28th, 2007 at 3:04 am
Not sure I understand the question. 5 times?
September 27th, 2007 at 5:26 am
At least 6 or seven times
September 26th, 2007 at 9:02 pm
Not as many times as I should!
September 25th, 2007 at 3:23 am
Zero Times. My programs work while i sleep.
September 24th, 2007 at 8:03 pm
To be honest, zero. Saturdays seldom bring enquiries or opportunity to communicate with customers.
September 24th, 2007 at 6:58 pm
Tomorrow - zero. Day after = perhaps a couple
September 24th, 2007 at 12:45 am
For myself,
I think that I should observe and count because right now I have no idea.
My background level of resistance is high but one never knows what on will come across…
For those around me I will also observe.
This is interesting
September 22nd, 2007 at 9:41 pm
go to check until you get yes or a never contact me again. No means lack of information to decide yes. Uncheck is a request for more info.
September 22nd, 2007 at 7:00 am
10 times
September 22nd, 2007 at 1:27 am
I don’t understand the question. Sorry.
September 21st, 2007 at 10:48 pm
5
September 21st, 2007 at 6:58 am
5 times
August 28th, 2007 at 5:09 am
Hopefully once
August 20th, 2007 at 6:52 am
20
August 8th, 2007 at 10:46 pm
At least six
July 31st, 2007 at 6:55 am
If I say about 30 times, I guess the actual number is three-fold.
July 29th, 2007 at 10:00 am
0
July 20th, 2007 at 6:31 am
I don’t knw
July 12th, 2007 at 1:57 pm
I am guessing as I am not quite sure what you mean by uncheck
Maybe 30 - 40 times
July 11th, 2007 at 4:33 pm
Once only, but a big “check”.
June 30th, 2007 at 8:10 am
5
June 28th, 2007 at 7:36 am
In the next 24 hours 7 contacts.
June 24th, 2007 at 2:00 am
3 just
June 20th, 2007 at 4:29 pm
200 times -email to list
June 18th, 2007 at 12:42 pm
3 No customer contact yet but 3 feels right.
June 12th, 2007 at 12:35 pm
10
June 10th, 2007 at 7:45 am
None. It is a Sunday. Well, I take that back, I was thinking business. I have a nice day planned for my wife tomorrow. At least seven. Bit of a joke.
May 30th, 2007 at 1:13 pm
Hopefully at least once…I think (LOL).
May 25th, 2007 at 10:29 am
I don’t understand what uncheck is yet
April 15th, 2007 at 1:11 pm
It depends how well you qualify your prospect.
February 16th, 2007 at 11:59 pm
10
January 17th, 2007 at 7:14 am
10 times
December 9th, 2006 at 4:10 am
what means uncheck to check?
November 20th, 2006 at 1:48 pm
At least 25 times.