#05 DFQ - The Most Strategic Move in Business is EFU
Posted on November 6th, 2006 by MichaelLesson
5
Uncheck is where most salespeople fail because uncheck is when they are not in contact with a customer. But why is so much time wasted in uncheck?
One of the biggest uncheck traps is caused by oldsell sales managers always asking their salespeople: Did you get the sale? The evidence has shown that this question is counter-productive. It simply makes salespeople focus their energy on checkmate rather than on check.
These managers are forcing their salespeople to focus on the one area they CANNOT control–checkmate. Eventually disappointment and rejection force the individual to hide in the uncheck position.
Why do they have movies open during the daytime? It’s for salespeople who are hiding in uncheck. I know, I see them there all the time.
Did you escape from uncheck?
Newsell managers don’t ask, “Did you close the sale?” but rather they ask their salespeople, “Did you escape from uncheck?” or, in other words, “Did you contact a customer?”
Once a salesperson gets stuck in the quicksand of uncheck it nearly always leads to the death of the salesperson. The business of business is to escape from uncheck. The business of sales management is to help salespeople escape from uncheck. Switching from uncheck to check is how we do it.
Switching from uncheck to check
EFU: The Most Strategic Move in Business
What is the most strategic move in business? In newsell, the most strategic move in business is EFU.
EFU = Escape From Uncheck!
The most strategic move in business is contacting a customer or escaping from uncheck to check:
- the move from not being in contact with a customer to being in contact with a customer = EFU
- the move from uncheck (when a customer cannot say either Yes or No) to check (when a customer can say Yes or No) = EFU
- attracting the attention of the customer’s brain from not attending to your offer TO attending to your offer = EFU
- switching from uncheck to check more often than your competitor does is what succeeding in business is all about = EFU
- helping your salespeople switch from uncheck to check ten times more often than your competitor does is what newsell management is all about = EFU.
Check X10
The only situation that can build your business is check.
The only state that can accelerate your career is check.
The only position that can create your fortune is check.
The only move that can turn a customer into a client is check.
The way to grow your business is check X10.
DFQ #05:
Again, it’s important to develop the skill of trying to guesstimate how many times will you escape from uncheck to check, tomorrow (the next 24 hours)?
January 25th, 2010 at 1:31 pm
will try 3
January 6th, 2010 at 8:03 pm
Hopefully….and being positive 8 or more
January 6th, 2010 at 9:08 am
5 times
December 25th, 2009 at 4:46 am
Because there is Christmas time I will try to wish Merry Christmas and all the best to at least 10 people more.
December 9th, 2009 at 7:08 pm
About 5 times.
November 25th, 2009 at 7:09 pm
Zero
October 27th, 2009 at 7:42 am
at least 9 times
October 6th, 2009 at 10:27 am
I’m going for it!…x10
September 19th, 2009 at 1:44 am
3 times next monday
September 16th, 2009 at 1:48 pm
Maybe it should be 4 times?????? To begin with anyway.
September 1st, 2009 at 3:08 pm
Contacting at least 10 customers everyday is normal. Doubling it requires sacrifice in things like administrative overhead, which is a diversion.
Increasing the level of strategic, planned client contact and getting a positive outcome or task to take to the next step is crucial. It’s a numbers game.
August 31st, 2009 at 8:22 pm
5x
August 25th, 2009 at 4:25 am
zero times
July 26th, 2009 at 6:49 am
10x on 28 july
July 23rd, 2009 at 11:11 am
11
June 5th, 2009 at 2:40 pm
4 times on Tues
June 3rd, 2009 at 3:33 pm
I agree - still to many unchecked tallies/day. Need to focus on 10 (at least)constantly
May 4th, 2009 at 9:31 am
20 times. This is starting to slowly sink through.
April 29th, 2009 at 8:35 am
Atleast 10 times, I will try to double that.
April 20th, 2009 at 6:25 pm
being successfull is putting yourself in positions which can lead to what you want
April 7th, 2009 at 4:23 pm
Will try 5.
March 12th, 2009 at 12:19 pm
Still in uncheck at the moment. Although, I am getting closer each day. I will have my web site template completed by the end of this week. I can start adding content to the site that will be part of the “check” process for my visitors. Also, the outline for my first online study course is about 1/5th completed. So, I’m moving closer to check each day.
I’m also working on the systems that will allow me to manage check (check x10, actually). Last night, I found a PBX system that will provide all of the features I need. I’m also working on the follow up mechanisms for the customers that I come in contact with (check).
March 12th, 2009 at 6:18 am
I will call 5 people who are interested in my skills already, offer them a r free taster session, just to experience moving to check and see what happens.
In the mean time just to see how uncheck is so powerfully blinding, its a great thing to have our own self direction move us from uncheck to check. Lets move forward into check from here on in.
March 3rd, 2009 at 8:28 pm
get as much EFU as possible
March 2nd, 2009 at 11:45 am
X12 + … I Shall Create Opportunities that even the competition dares NOT Attempt … X12 … X12 … X12 … YE$! Ye$! Ye$! …
February 13th, 2009 at 4:02 pm
12
January 26th, 2009 at 2:56 am
Ten times, X10-EFU
January 14th, 2009 at 4:34 am
Ten times, X10-EFU
Will make 5 Phone Calls on my Current concerns.
Erik
December 27th, 2008 at 11:26 pm
EFU 10X
EFU
EFU
EFU
EFU
EFU
EFU
EFU
EFU
EFU
EFU
December 19th, 2008 at 3:16 pm
Will spend time in uncheck as it is Saturday Monday will be 4 times
December 12th, 2008 at 6:42 am
tomorow is saturday….0 times
November 27th, 2008 at 8:38 pm
10 times.
November 26th, 2008 at 8:47 am
20 times by phone 20 times by email
November 2nd, 2008 at 11:52 am
Five
October 28th, 2008 at 9:22 am
Tomorrow I will train personnel for a major client and speak to at least three more clients.
I will email my entire target market group …about 88 prospects with the offer of my company within the next 48 to 72 hours .
I will send letters to another 250 present and former clients on the company database within the next week personally endorsing an offer from my company ,advertising my consultancy and ease of access clients have to me for advice on our systems.
I will also , inside the next fortnight contact by letter 62 further prospective/possible clients ,making the ofer of our company’s systems and my consultancy.
That will be a net total of 500 check moves before mid-November .
I can reasonably expect a response of 2-5 % ,which is 10-25 possible CHECKMATE decisions ….before Christmas and after New Year .
At the very least , I will have laid the basis for ongoing customer contact and business conversation in 2009 !
…..and I could do better than that !!!
August 19th, 2008 at 3:29 pm
5
July 5th, 2008 at 7:52 am
5
June 4th, 2008 at 3:46 pm
10x
May 18th, 2008 at 7:05 pm
30 ccheck moves tomorrow !!!
May 14th, 2008 at 10:51 pm
20 times!
May 9th, 2008 at 5:42 pm
At leasat 20
April 22nd, 2008 at 2:33 am
I honestly have no clue yet. I know some days I don’t check people at all. Some days I contact people without ever asking them a question. So my goal for the next 24 would be, I know I can check someone once. It would be a stretch to check 5. It would be a surprise if I checked 10.
April 16th, 2008 at 1:09 pm
MY AIM IS 10x……….
April 8th, 2008 at 11:52 am
5
March 25th, 2008 at 2:28 pm
As a consultant I do not spend all my time selling.
Is working with clients during a project (which I sold to begin with) check or uncheck?
March 19th, 2008 at 10:43 am
>25
March 17th, 2008 at 10:29 pm
30+ tomorrow. I made 32 contacts by phone today which resulted in 9 prospects accepting my offer!
February 19th, 2008 at 3:24 pm
as many as possible in a day.
January 25th, 2008 at 1:53 am
5 x
January 23rd, 2008 at 8:55 am
10X
January 9th, 2008 at 2:25 am
As many times as I can achieve customer contact- and offer them a “Yes or NO” question.
January 8th, 2008 at 8:21 pm
3 times
December 24th, 2007 at 8:26 am
At least twice
December 10th, 2007 at 4:10 pm
10-20x
December 10th, 2007 at 8:11 am
Tomorrow is a day when I deliver flowers to many different people and I will be moving from uncheck many times.
At least 10x, with the possibility of many more.
December 9th, 2007 at 4:33 pm
I WILL HIT FOR THE MAX.XIO
December 2nd, 2007 at 9:30 pm
10
November 27th, 2007 at 9:50 am
5
November 15th, 2007 at 12:06 pm
10
October 15th, 2007 at 3:56 am
10x
October 15th, 2007 at 3:55 am
10x starting first thing tomorrow (Monday morning)
October 2nd, 2007 at 3:06 am
25
September 25th, 2007 at 11:04 pm
20
September 25th, 2007 at 8:05 am
7
September 25th, 2007 at 8:03 am
8
September 25th, 2007 at 6:40 am
3
September 25th, 2007 at 6:32 am
2
September 25th, 2007 at 3:26 am
0
September 24th, 2007 at 9:23 am
goal is ten at least
September 24th, 2007 at 8:50 am
once, sending too many emails can backfire and cause people to unsubscribe.
September 24th, 2007 at 8:15 am
10
September 23rd, 2007 at 8:42 pm
8
September 3rd, 2007 at 6:36 am
x5
August 23rd, 2007 at 2:18 am
10 - I am in uncheck most Thursdays
July 31st, 2007 at 7:06 am
20
July 21st, 2007 at 7:56 pm
10x…10x…. and 10 times that
July 16th, 2007 at 4:07 pm
6.
July 3rd, 2007 at 6:26 am
5
July 2nd, 2007 at 7:55 am
My aim will be 5
June 26th, 2007 at 7:12 am
3
June 20th, 2007 at 8:22 am
1,2 3 go
June 12th, 2007 at 12:48 pm
10
May 28th, 2007 at 11:46 am
still not ready, but after these lessons am becoming readier and readier
April 30th, 2007 at 11:56 am
12
April 18th, 2007 at 12:39 pm
I d,ont know,I have not gone back to sales yet.
March 12th, 2007 at 11:00 am
100 X !!!
March 5th, 2007 at 10:02 am
2
March 1st, 2007 at 12:56 pm
I am trying. >5
February 18th, 2007 at 11:53 am
10
January 22nd, 2007 at 9:36 am
10x