#10 DFQ - The Newsell Model - Review
Posted on November 6th, 2006 by MichaelLesson
10
This is the last of the Ten Newsell Lessons. For today, let’s review a quick summary of the business model called newsell. Newsell uses these three terms: uncheck, check and checkmate.
In newsell, the primary focus is on the check move which signifies a customer contact. The check position simply means the position when you are actually in contact with a customer or prospective customer.
Check = customer contact!
Check is the quintessence of newsell; it’s the moment of customer contact. Check means you contacted a customer with your offer and so the customer can now say either YES or NO. And, they do.
The other two newsell terms are checkmate and uncheck.
Checkmate is when the customer says YES. This is the same as ‘the close’ in oldsell or traditional selling.
Uncheck is when there is no contact with a customer or prospect so the customer cannot say either YES or NO.
Research always shows that uncheck is the default or stable position in business. Most of the time (like right now) most of the salespeople are in a state of uncheck with most of the customers. At any particular moment most salespeople are not in contact with most prospects; they are in uncheck.
To summarise the Newsell Model of Business:
- checkmate = when the customer says YES
- check = when the customer CAN say YES or NO
- uncheck = when the customer CANNOT say YES or NO.
EFU = Escape From Uncheck!
Uncheck is your enemy, not the customer. Love thy customer and EFU! Escape From Uncheck!
FACT: The salesperson cannot control checkmate. The customer controls checkmate. Only the customer can say YES. Oldsell doesn’t understand this fact of science and thinks this is where the action is for salespeople. Big mistake.
FACT: The salesperson can control check. Check makes it possible for the customer to say YES or NO. In wombat selling, check is where the action is. Check is whenever, at any time, you are in contact with a customer.
FACT: No-one controls uncheck because there is just no contact between the salesperson and the customer. Therefore, it’s impossible for the customer to say YES or NO. Like the 99% of dark matter in the universe, this is the darkness of the business world. This is where all the failures take place in selling. Uncheck is whenever, at any time, you are not in contact with a customer.
DFQ #10:
Looking back, can you count how many times you actually
escaped from uncheck today (in the last 24 hours)? ____________INIGHT
For you personally, what has been THE most important insight from these lessons on THE SELL SWITCH?
July 6th, 2010 at 11:16 am
Just once but I’m going for quality not quantity!! (and my core business is not sales).
June 15th, 2010 at 9:53 pm
Just twice.
The most important insight is that I don’t have to fear the rejection of my customers and I can be free to enjoy the experience of being in contact with customers.
June 15th, 2010 at 3:37 pm
Today was an active day and I escaped from uncheck today at least 8 times.
The most important insight from these lessons is recognising that each step is part of the big picture, essential in its own way, and that without it I can’t get to the end I want! Too often it is easier to wait to be contacted instead of seeking out the contact and answers myself.
June 15th, 2010 at 12:30 pm
None today- it was a public holiday yesterday and I have been out in the field collecting data this morning.
April 26th, 2010 at 2:32 pm
5 today and guessing 3 tomorrow
April 22nd, 2010 at 11:02 am
In the last 24 hours I escaped from uncheck around 20 times.
In the next 24 hours I will escape from uncheck 10 times or more
January 30th, 2010 at 11:49 pm
Today: 50
Tomorrow:can be 1000
January 11th, 2010 at 8:25 pm
9 times today and hopefully 10 tomorrow!
January 11th, 2010 at 7:52 am
four times
October 29th, 2009 at 7:50 am
3 times yesterday twice today
September 24th, 2009 at 3:10 pm
3 times
3 times
September 7th, 2009 at 12:12 pm
By increasing my activities beyond what I was focused on, I’ve increased my “check” activity by X 15 times. It’s the only way to continue!
Tomorrow, I’ll continue the same and focus on sales strategy to my main clients, but increase the audience to X 10 prospects.
September 5th, 2009 at 5:21 pm
4x in last 24 hours
2x on Monday
August 18th, 2009 at 1:33 am
Looking back x 4
Looking forward x 6
July 29th, 2009 at 9:39 pm
t=2 t=5
July 28th, 2009 at 11:10 am
4
tomorrow I’ll escape another 6 times
May 8th, 2009 at 10:18 pm
Looking back, escaped about 10. Looking forward to Monday I’ll escape every moment of the day.
May 6th, 2009 at 12:59 pm
I escaped over 10 times in the last 24 hours. I predict i will do an extra 10 today.
April 25th, 2009 at 11:04 pm
at every opportunity
March 11th, 2009 at 8:26 pm
at retail store, the check depend on the people flow into the shop, normally we have more than 20 people come in, and we have to make a contact to them.
March 10th, 2009 at 9:51 am
* Number of Times I Actually Escaped From Uncheck Today = 10.
* My Prediction of How Many Times I Will escape From Uncheck Tomorrow = 10-12 … X10 …
February 25th, 2009 at 4:22 am
2
3
January 13th, 2009 at 3:13 pm
looking back.. 100 + (cafe owner looking 2 increase turnover so suggested asking clients what does ‘check’ mean to you? etc)
looking forward …. 55
December 18th, 2008 at 8:45 am
Last 24 hours: 3 times
Next 24 hours: 4 times
December 9th, 2008 at 8:11 pm
9 - Today.
12 - Tomorrow.
November 27th, 2008 at 10:19 pm
10.
10.
November 9th, 2008 at 3:23 pm
Contacted two during last 24 hours.
Contacting 10 in the next 24 hours
May 26th, 2008 at 6:54 pm
10 times
May 22nd, 2008 at 9:32 am
15 times yesterday
20 times today
May 20th, 2008 at 12:47 am
10X
10x next 24h
April 22nd, 2008 at 9:51 am
6 times
10 times in next 24 hours.
March 22nd, 2008 at 11:05 am
49 Check Moves on Thursday. Yesterday (Friday) today and tomorrow all I’m doing is sending an email offer to 500 prospects so I won’t know have many have checked their emails until my Aweber stats shows me the results.
March 22nd, 2008 at 11:00 am
15
25
February 25th, 2008 at 6:50 am
0 -10
January 29th, 2008 at 10:40 pm
3
8
January 26th, 2008 at 7:06 am
in the last 24 hours, 8
in the next 24 hours ,none because I will be driving for 20 of those hours
January 10th, 2008 at 4:46 am
0
No.
December 26th, 2007 at 4:08 pm
To get a start on the New Year I plan on 5-10 solid check moves tomorrow.
December 16th, 2007 at 4:51 pm
about 6-8 x in the last 24hrs, & in the next 24hr’s, probably about 20-50x
November 20th, 2007 at 4:54 am
not enough
October 26th, 2007 at 7:38 am
2
October 1st, 2007 at 5:24 am
6 yesterday and none tomorrow
September 29th, 2007 at 11:22 pm
2
August 28th, 2007 at 2:25 am
this is first thing in the morning and yesterday was Sunday. I was in uncheck the last 24 hours
July 23rd, 2007 at 10:53 am
Yesterday 2 Today 25
June 17th, 2007 at 11:07 am
0 & 0
May 29th, 2007 at 2:15 pm
2x 4x
March 10th, 2007 at 5:07 am
2-0
March 6th, 2007 at 7:53 pm
0 yesterday
5 tomorrow
February 23rd, 2007 at 7:04 am
8X
10X tomorrow
January 24th, 2007 at 7:22 am
12 times in the last 24 hours
Tomorrow 10x