Fanatical Prospecting Boot Camp 2 ( 5-25-17)

Course Curriculum Get Started

Section 1: Course Overview

  • Topic 1News forum
  • Topic 2Welcome to Fanatical Prospecting & Course Overview
  • Topic 3Course Overview
  • Topic 4Course News & Updates
  • Topic 5Intellectual Property Notice

Section 2: Live Session Virtual Classroom Sessions & Replays

  • Topic 1Live Session 1 Access Information - May 25th
  • Topic 2Live Session 2 Access Information - June 1st
  • Topic 3Live Session 3 Access Information - June 8th
  • Topic 4Live Session 4 Access Information - June 15
  • Topic 5Live Session 5 Access Information - June 22nd
  • Topic 6Live Session 6 Access Information - June 29th
  • Topic 7Live Session 7 Access Information - July 6th
  • Topic 8Live Session 8 Access Information - July 13th
  • Topic 9Live Session 1 Replay (5-25-17) Intro to FPBC
  • Topic 10Live Session 2 Replay (6-1-17)
  • Topic 11Live Session 3 Replay ( 6-8-17) RBO
  • Topic 12Live Session 4 Replay (6-15-17) - RBO's Cont...
  • Topic 13Live Session Replay (6-22-17) Q&A with Jeb
  • Topic 14Live Session 5 Replay (6-29-17) Prospecting Pyramid
  • Topic 15Live Session 6 Replay (7-13-17) Email Prospecting
  • Topic 16Live Session 7 Replay (7-20-17) Social Media
  • Topic 17Live Session 8 Replay

Section 3: About You & Discussion Forum

  • Topic 1About You
  • Topic 2Discussion Forum
  • Topic 3Facilitator & Participant Chat Room

Section 4: Pre-Work: Goal Planning and Building Your Personal Goal Sheet

  • Topic 1Pre-work Assignment: Develop Your Goal Sheet
  • Topic 2Download & Print the Goal Planning Workbook
  • Topic 3The Most Important Question
  • Topic 4Most Important Question (MP3)
  • Topic 5Effective Goal Planning Begins With a Simple Question
  • Topic 6Define It and Write It Down
  • Topic 7Goals Must Be Specific
  • Topic 8Make Goals Tangible
  • Topic 9Deadlines Drive Urgency
  • Topic 10The Law of Congruence
  • Topic 11Steps to Success
  • Topic 12Brainstorm - To Have's - To Do's - To Be's
  • Topic 13Step One: Start with a Written Goal
  • Topic 14Step Two: Make Your Goals Specific and Tangible
  • Topic 15Step Three: Apply the Law of Congruency (How Bad Do You Want It)

Section 5: Introduction to Fanatical Prospecting

  • Topic 1The Real Secret to Becoming a Sales Superstar
  • Topic 2The Truth About Prospecting
  • Topic 3Every Day - Every Day - Every Day (Jeb Blount at OutBound)

Section 6: Developing a Fanatical Prospecting Mindset

  • Topic 1The Always on Fanatical Prospecting Mindset
  • Topic 2Fanatical Prospectors Talk to Strangers
  • Topic 3There is No Easy Button in Sales
  • Topic 4It's Not About What You Have Sold, It's About What You Sell Today
  • Topic 5The More Your Prospect, The Luckier You Get
  • Topic 6The 3 Questions You Must Answer
  • Topic 7The Only Question that Really Matters

Section 7: Introduction to Telephone Prospecting

  • Topic 1The Case For Telephone Prospecting
  • Topic 2Nobody Answers a Phone That Doesn't Ring
  • Topic 3Your Most Powerful Sales Tool
  • Topic 4The Phone Won't Dial Itself
  • Topic 5Fanatical Prospecting Call Sheet

Section 8: 5 Step Telephone Prospecting Framework

  • Topic 1Introduction to the 5 Step Telephone Prospecting Framework
  • Topic 25 Step Telephone Prospecting Framework
  • Topic 3Keep It Simple
  • Topic 4Don't Overcomplicate Telephone Prospecting
  • Topic 5Step One - Get Their Attention
  • Topic 6Step Two & Three - Introduce Yourself - Reason For Your Call
  • Topic 7Step Four: Give Them a Because
  • Topic 8Step Five - Ask For What You Want
  • Topic 9Assignment: Tele-Prospecting - Bridge to a Because

Section 9: RBOs: Reflex Responses, Brush-Offs, and Objections

  • Topic 1Get to the Point Fast on Telephone Prospecting Calls
  • Topic 2RBO Forum
  • Topic 3Homework - Build RBO Turn-around Scripts

Section 10: Dealing With Fear and Rejection

  • Topic 1Prospecting and the Fear of Rejection
  • Topic 2The Origin of Fear
  • Topic 3When You Fear the Wrong Things
  • Topic 4Challenging Your Fears
  • Topic 5Get Excited to Hear No
  • Topic 6Hanging Up on Rejection
  • Topic 7Overcoming Fear

Section 11: Time and Territory Management

  • Topic 1Time Blocking is Transformational for Sales Professionals
  • Topic 23 Reasons You Are Not Using Your CRM and What to Do About It
  • Topic 3Eat That Frog
  • Topic 4The Ultimate Key to Success Is the Scheduled Phone Block
  • Topic 5Time Management and Productivity Discussion

Section 12: Email Prospecting

  • Topic 1Assignment: Develop Email Templates
  • Topic 24 Techniques for Winning With Cold Emails

Section 13: Social Selling

  • Topic 1Accelerating Sales With LinkedIn
  • Topic 23 Tips for Using Social Media for Inbound Prospecting

Section 14: Qualifying and Strategic Prospecting

  • Topic 1Segmentation - Fit Qualifiers

Section 15: In-Person Prospecting

  • Topic 1Common Mistakes Salespeople Make (Be Authentic)

Section 16: Prospecting Best Practices

  • Topic 1Fanatical Prospecting Tips for Real Estate
  • Topic 2Why You Suck at Prospecting and What to Do About It
  • Topic 3Prospecting, Forecasting, and Building a High-Performance Culture (AUDIO)
  • Topic 4Jeb Blount and Conrad Bayer (Tellwise) Discuss Fanatical Prospecting

Section 17: Bonus Resources

  • Topic 13 Right Things Salespeople Should Be Doing
  • Topic 2Debunking the Myth - I'm Bad at Prospecting But Good At Closing
  • Topic 3How Sales Gravy Got Its Name
  • Topic 4The Biggest Mistake Salespeople Make in the Sales Process

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