#06 DFQ - The General Law of Buying
Posted on November 6th, 2006 by MichaelLesson
6
We’ve been looking at the newsell model with it’s three positions: uncheck, check and checkmate.
In the oldsell tradition one check move or customer contact was often expected to ‘close the sale’. The oldsell expectation was, to put it this way: check = close.
The oldsell check = close attitude seemed to work in the fifties in the USA when the economy was in an expanding mode, when demand exceeded supply, when there was little competition, or when competition was weak. But it has served us badly when we have been forced to raise our productivity to match fierce competition, or to create a demand where none has ever existed.
Today, check = close is a nonsense.
To expect every customer to buy on every contact is an unrealistic expectation since nowhere, in any market, at any time has there ever been a ratio of one sale per one customer contact, over time. Certainly we have all experienced the ‘one check = one sale’ from time to time and we are happy when it happens. But, relying on this as a normal state of affairs is a silly way to run a business.
Imagine there was a General Law of Buying. What might such a law be like? I think it could go something like this:
The more opportunities to buy the more likely to buy.
The less opportunities to buy the less likely to buy.
The psychology of buying is the psychology of trust. The oldsell, Mr. Personality, gift-of-the-gab, I-know-what’s-best-for-you, believe-me-and-sign-here salesperson is a dinosaur.
Customers are rejecting this approach billions of times around the global marketplace today.
In newsell, a series of 10 checks are more likely to lead to a growing relationship of trust and intimacy in which business can be taken care of in a natural way. Tomorrow we’ll discuss the Check X10 Sequence.
DFQ # 06
Keep practising the newsell skill of estimating your answer to this question: how many times will you escape from uncheck to check, tomorrow (that’s the next 24 hours)? See if you can keep this going for ten days.
July 15th, 2010 at 2:40 pm
I’m still struggling to work out who a “customer” is in science research. I have guessed it’s someone I might want to collaborate with in the future, but maybe it’s someone else, say someone who can fund a project.
If it’s a future collaborator I can’t handle more than a handful in any one year. I have to be careful who I choose to uncheck2check.
I’ll go for 1 again.
July 9th, 2010 at 2:43 pm
Okay, 5
June 7th, 2010 at 3:30 pm
10-20
June 7th, 2010 at 9:40 am
3….have to get some definite progress on a number of contracts with end of financial year approaching
June 4th, 2010 at 11:32 pm
10
June 3rd, 2010 at 11:12 am
4
May 4th, 2010 at 1:45 pm
5
April 26th, 2010 at 10:12 am
3
April 18th, 2010 at 4:19 pm
I will be making a series of 100 check moves tomorrow as I offer some helpful advice to a number of my clients and potential clients with my monthly marketing ezine.
January 8th, 2010 at 9:37 am
5
January 7th, 2010 at 7:09 am
5 X again today for networking
December 11th, 2009 at 7:08 am
It’s probably five times. In Australia, the year is winding down as everyone is vacating workplaces for holidays and it’s generally not the time for new business, but it’s a great time to get in touch with people and wish them a good holiday and let them know how much I appreciate them etc. So I am thinking about this in terms of making contact and setting things up (another check point) for new year.
November 25th, 2009 at 8:49 pm
still zero due to circumstance, but when it kicks of it will be powers of ten daily.
October 27th, 2009 at 7:44 am
12 times
October 6th, 2009 at 4:47 pm
10 for me too…
September 19th, 2009 at 2:16 am
3 times
September 16th, 2009 at 2:44 pm
OK, I have a very small niche customer base, but I’ll comit to make 4 calls that I wouldn’t normally tomorrow.
September 4th, 2009 at 4:54 pm
Still doing 3 but increasing to 5 next week.
September 2nd, 2009 at 4:10 pm
2x
August 25th, 2009 at 4:26 am
zero times
August 14th, 2009 at 1:11 am
10 has been working fine with me up to now
July 29th, 2009 at 8:23 pm
5x
July 26th, 2009 at 7:01 am
I understand the question. My business is still in the start up stage. I will get ready for the checks as soon as I am up and running.
July 25th, 2009 at 6:20 am
11
June 4th, 2009 at 12:27 pm
Definately 10!
May 4th, 2009 at 4:55 pm
10 times, no excuse for less.
May 4th, 2009 at 12:09 pm
10 times
April 8th, 2009 at 12:23 pm
5 again
April 7th, 2009 at 2:15 pm
Three times today, no show, easy day of uncheck
March 14th, 2009 at 9:24 am
Well…I was really hoping for a more substantial question this time…since I am still not actively selling until I get my business started. It’s hard to sell when you don’t have the doors open yet :-).
So, I will future guess, yet again. I will be able to get about 10-20 people into live seminars and about as many in a web seminar (while still keeping the price at a respectable level). So, if I do one live event and one web event. That’s about 40 checks.
If I write one article for a subscriber list of about 1000, that’s 1000 checks (well, potential checks if they click through to my web site from the article).
If I get 100 online visitors per day to view my offer page for my online course, that’s 100 checks. Hopefully they will get memed and use WOM to bring more people
March 14th, 2009 at 4:11 am
I will go for a clean 10 times again, i start and loose count, pathethic but its teaching me to commit to it. Thats good.
March 5th, 2009 at 2:42 pm
I will take whatever measure to get customer sign on the paper.
March 3rd, 2009 at 11:24 pm
10X … X10 …
March 1st, 2009 at 11:29 pm
three
January 16th, 2009 at 4:02 am
I will devote x10 escape from uncheck to check the next 24 hours.
On all current activities until there is a a desire outcome result.
Erik
January 10th, 2009 at 5:01 pm
2 - spending all day playing a game with 2 customers - x10
December 29th, 2008 at 3:29 pm
10X is my target to be realised
December 8th, 2008 at 9:20 pm
I will enter check by email twice plus many times at a networking event tomorrow night.
November 27th, 2008 at 9:07 pm
10 times.
November 3rd, 2008 at 2:31 pm
Five
August 20th, 2008 at 5:25 pm
1
July 6th, 2008 at 5:28 pm
55
June 4th, 2008 at 4:03 pm
as many times as i get out there and meet new people
May 18th, 2008 at 7:22 pm
30
May 18th, 2008 at 7:10 pm
30 Times and more.
May 9th, 2008 at 5:46 pm
10 times
April 17th, 2008 at 11:08 am
I will aim at 10x…….easy to remember and do.
April 8th, 2008 at 10:24 pm
12.
March 25th, 2008 at 2:44 pm
goes back to my previous comment - I gotta’ deliver what I sell. Is that a check or uncheck.
WIll try and get 1 new check in as well.
March 19th, 2008 at 10:46 am
10x
March 18th, 2008 at 9:53 pm
20+ Times (need to generate more leads to contact)
March 18th, 2008 at 12:24 am
I have not figure it out yet but i will think about this and then see what the significance of this question is
January 28th, 2008 at 11:55 pm
5 times
January 9th, 2008 at 2:29 am
many.
Do you agree?
January 8th, 2008 at 8:22 pm
3 times
December 27th, 2007 at 9:52 am
None (time of year)
December 11th, 2007 at 4:33 pm
10 x
December 10th, 2007 at 8:35 am
At least 10 times
December 4th, 2007 at 7:49 am
10
October 22nd, 2007 at 10:57 am
5
October 15th, 2007 at 11:33 am
10
September 26th, 2007 at 10:03 pm
8
September 25th, 2007 at 10:19 am
10
September 25th, 2007 at 6:41 am
4
September 25th, 2007 at 4:36 am
10
September 25th, 2007 at 3:29 am
0
August 24th, 2007 at 2:43 am
I’m going for 20 again. I exceeded yesterday’s guestimate.
August 9th, 2007 at 10:57 pm
4
July 24th, 2007 at 1:15 pm
10 x 10
July 16th, 2007 at 4:08 pm
6
July 4th, 2007 at 6:23 am
5
July 2nd, 2007 at 8:00 am
Today I will aim for x7
June 21st, 2007 at 7:27 am
None
June 12th, 2007 at 10:42 pm
10
May 29th, 2007 at 1:40 pm
4x
May 1st, 2007 at 1:35 am
15 I have calls to make today
March 7th, 2007 at 6:18 am
2
March 2nd, 2007 at 9:49 am
25 as I am having a workshop tomorrow
February 18th, 2007 at 12:57 pm
10
January 22nd, 2007 at 9:31 am
10x
November 8th, 2006 at 1:08 pm
Twelve times as I will follow up meeting contacts presented to tonight