One Voice

Challenger Sale

100

These are the 5 different sales profiles identified in the Challenger Sale.

What are Relationship Builder, Lone Wolf, Hard Worker, Reactive Problem Solver and Challenger?

200

This is the response a challenger would give to a prospect asking for an email before the 60 second pitch.

What is "I understand you're busy. Just so I'm not wasting your time, let me give you a QUICK one-minute description of what we do. That way you could quickly see if it's something you'd even be interested in reading about. I can be quick, got a minute?"

300

Instead of focusing on the features and functions of the product, this is what Challengers drive the conversation towards.

What is Value?

400

This is what you want to create instead of giving people more time and letting them off the hook easily.

What is Constructive Tension?

500

These are three areas of the demo script that you tailor to your prospect.

What are: slide 1 demo slide, pro triangle, slide 3 business questions or segment?

Cold Call Objections

100

Everything that we do for our clients is 100% ___________, so every new appointment scheduled and every repeat customer we generate, is trackable with our MINDBODY software, as you saw.

What is Transparent?

200

We ask for this at the end of every rebuttal to the cold call.

What is Time?

300

We use this "type" of rebuttal when a prospect asks "How much does it cost" before setting the demo.

What is Best Case/Worst Case?

400

We use this "type" of rebuttal to open up Round 1.

What is Feel - Felt - Found?

500

The two activities that both take 15 minutes.

What are reviewing the information in an email and going through a One Voice demo?

Cold Call

100

This is the first question we ask the Decision Maker during the One Voice Intro after we've confirmed their name.

What is "Are you familiar?"

200

This is the reason being featured in the app is so important.

What is “because 31 million consumers currently use MINDBODY on a daily basis. Right now an appointment is being booked and paid for, every 1.4 seconds.”

300

___________ clients generated ___________ in additional revenue and our average client increased revenue by up to __________ in their first six months.

What is 55 thousand, 5.7 Billion and 30%

400

T or F: We need to know if the business is based off monthly subscriptions or pay per session.

What is False?

500

This is the sentence (word for word) that describes the second part of our business.

What is "Now, the 2nd part is our business facing software which allows you to take online and mobile bookings and accept payments all in one place."

Demo Guide

100

This is the % of bookings on the MINDBODY App that are repeat visits.

What is 95%?

200

This is the number of times a day the average person checks their mobile device.

What is 85?

300

What does MINDBODY provide to avoid a bottle neck at the front desk for groups, classes or anything that requires you to keep attendance?

What is the Class Check In App?

400

These are three important things a business owner can do in the Express app, "...right from your phone or tablet."

What is "sign up customers, take payments and check on your entire staff's schedule"?

500

This is how we explain the actual cost for PRO, ACCELERATE and ULTIMATE? "As you can see, they are priced at..."

What is "... priced at just 80, 145 and 200, again month to month with no contract"?

Rounds & Closing

100

The company that invested in LinkedIn, Pinterest and, of course, MINDBODY.

Who are Bessemer Venture Partners?

200

T or F: You should never use the GYS close to upsell to a more expensive package?

What is False?

300

This is the line that ends the section including the lines "Is it the cost? Or are you not 100% sure that this is going to work for you? Or am I way off base and it's something else?"

What is "I have no problem with you being completely upfront with me"?

400

These two things are trackable with our MINDBODY software.

What is "every new appointment scheduled and every repeat customer we generate"?

500

This is what comes right after "hypothetically".

What is "if I brought you 10 (Segment) right now, meaning you were certain that working with MINDBODY would be instantly profitable for you, and that through our software tools, 90% of them would return as repeat customers, I would imagine you probably wouldn't have an issue cutting a cheque for the £80, right?