#07 DFQ - Check X10
Posted on November 6th, 2006 by MichaelLesson
7
In newsell we replace the check = close expectation with the check X10 sequence.
For example, in my own business I use blocks of check moves that I call a sequence.
I simply budget a sequence of 10 check moves for each new customer.
This has two benefits. First, it allows me to better manage my expectations and gives me the space to take my eye off my immediate self-interests. Second, it allows me the opportunity to direct my eye to my customer’s interests and explore her current situation in detail.
My customer prefers this customer-centric approach and usually prefers the focus on her interests rather than any pressure that she should buy, and buy now! Customers reward this approach in their own way. Very often I don’t get to finish the sequence because the customer decides to buy. I resist the temptation to say, Wait a minute, I still have three more check moves to go!
When we get to the end of the first check X10 sequence I assess whether or not to budget a further ten based on what I have learnt. I keep doing this until it is clear to both of us that there either is or is not a basis for doing business.
EXAMPLE - A Check X10 Sequence
A first check X10 sequence may go like this:
1 - mailcheck - sent a letter
2 - phonecheck - follow-up phone call
3 - emailcheck - specific information of customer interest
4 - phonecheck - schedule #1 meeting
5 - smscheck - agenda/ meeting objectives
6 - f2f-check - face2face meeting to ask questions to explore customer’s CVS
7 - emailcheck - meeting summary
8 - phonecheck - schedule #2 meeting
9 - faxcheck - agenda/meeting objectives
10 - f2f-check - face2face meeting to present a BVS for customer.
There’s nothing sacred about this particular sequence. There are many thousands of different ways and combinations a check X10 sequence can go. There is plenty of space to experiment, to learn, to broaden your repertoire of check moves and, most importantly, to find out what the customer really wants.
TIP: Keep a record of your check X10 sequences. Compare them and experiment with different sequences. Build a repertoire of your best sequences. Become familiar with which ones work better for different situations.
Buying opportunities
Sales managers also like the check X10 sequence because it helps salespeople overcome their call reluctance and gives the company more oppotunities to do business. Why? Because the more opportunities for customers to buy the more likely they are to buy. The less opportunities
for customers to buy the less likely they are to buy. It’s really just basic physics!
DFQ #07:
Keep practising at estimating your answer to this basic newsell question: how many times will you escape from uncheck to check tomorrow?
TIP: It’s OK if the answer will be zero. The actual number is not as important as the skill of daily recording a number.
December 5th, 2008 at 5:24 pm
tomorrow is a big day so it will be at least 10
November 27th, 2008 at 9:25 pm
10
November 4th, 2008 at 8:11 pm
Five
July 7th, 2008 at 9:44 am
5
June 5th, 2008 at 2:55 pm
10X
May 19th, 2008 at 10:20 am
30 times
May 16th, 2008 at 5:49 pm
20 times
May 9th, 2008 at 5:50 pm
At Least 10 times
April 18th, 2008 at 9:22 am
10 x
April 10th, 2008 at 12:59 pm
8. I’ll be in a seminar all day.
March 30th, 2008 at 3:34 pm
3
March 19th, 2008 at 10:53 am
x10
March 18th, 2008 at 9:58 pm
30+ (Just collected a pile of fresh leads)
March 18th, 2008 at 12:34 am
will put x10 checks into action
February 19th, 2008 at 3:28 pm
to get the best results, as many as possible
January 29th, 2008 at 12:05 am
5 times
January 23rd, 2008 at 9:35 am
This is something I will do every day!! The more contact you have with a customer, the more chances he or she has to buy - what a concept!!!Uncheck to check tomorrow 10X!!
January 9th, 2008 at 8:17 pm
3 times
January 9th, 2008 at 2:31 am
0
or more.
December 12th, 2007 at 4:45 pm
At least 5 times
December 9th, 2007 at 4:27 pm
IF IT HAS TO DO WITH A SERIES OF TRANSACTIONS I WILL ENDEAVOUR TO DO AN X10 CHECK .FOR A SINGLE TRANSACTION I WILL DO 3 OF THE XIO CHECK
December 4th, 2007 at 7:57 am
10
November 16th, 2007 at 11:49 pm
3
October 23rd, 2007 at 1:56 pm
6
October 17th, 2007 at 11:31 am
5
September 27th, 2007 at 10:34 pm
6
September 26th, 2007 at 9:15 pm
7
September 25th, 2007 at 11:56 pm
0
September 25th, 2007 at 11:01 pm
1
September 7th, 2007 at 6:05 am
10
August 25th, 2007 at 3:45 am
It will be saturday, so I’ll do 20 checks by mail, which should reach them monday
July 24th, 2007 at 1:45 pm
x10
July 16th, 2007 at 9:02 am
x3
July 5th, 2007 at 4:54 am
3
July 2nd, 2007 at 8:05 am
x1 as I am trying to “infect” my sales team with check x10
June 23rd, 2007 at 9:14 am
tomorrow sunday but will uncheck 5x by email
June 21st, 2007 at 6:45 pm
0. What a relief to learn that a zero is o/k. Conditioning; what a curse. It’s interesting, I feel I have to justify it (the zero) & am resisting doing so.
June 14th, 2007 at 10:18 am
4
May 29th, 2007 at 1:43 pm
4x
May 29th, 2007 at 6:42 am
0 - now I see the point!
March 7th, 2007 at 6:15 am
2
March 6th, 2007 at 11:43 am
5
February 20th, 2007 at 10:26 am
10
January 22nd, 2007 at 9:30 am
10X