Course Overview
Welcome to Fanatical Prospecting & Course Overview
Course Overview
Course News & Updates
About Facilitators
Intellectual Property Notice
Live Session Virtual Classroom Sessions & Replays
Live Session One – Access Information
Live Session One Replay
Live Session Two Replay
Live Session Three Replay
Live Session Four Replay – RBO’s Continued
Live Session Five Replay – Golden Hours
Live Session Replay Six
Live Session Seven Replay
Live Session Eight Replay
About You & Discussion Forum
About You
Discussion Forum
Facilitator & Participant Chat Room
Pre-Work: Goal Planning And Building Your Personal Goal Shee
Pre-work Assignment: Develop Your Goal Sheet
Download & Print the Goal Planning Workbook
The Most Important Question
Most Important Question (MP3)
Effective Goal Planning Begins With a Simple Question
Define It and Write It Down
Goals Must Be Specific
Make Goals Tangible
Deadlines Drive Urgency
The Law of Congruence
Steps to Success
Brainstorm – To Have’s – To Do’s – To Be’s
Step One: Start with a Written Goal
Step Two: Make Your Goals Specific and Tangible
Step Three: Apply the Law of Congruency (How Bad Do You Want It)
Introduction To Fanatical Prospecting
The Real Secret to Becoming a Sales Superstar
The Truth About Prospecting
Developing A Fanatical Prospecting Mindset
The Always on Fanatical Prospecting Mindset
Fanatical Prospectors Talk to Strangers
There is No Easy Button in Sales
It’s Not About What You Have Sold, It’s About What You Sell Today
The More Your Prospect, The Luckier You Get
The 3 Questions You Must Answer
The Only Question that Really Matters
Introduction To Telephone Prospecting
The Case For Telephone Prospecting
Nobody Answers a Phone That Doesn’t Ring
Your Most Powerful Sales Tool
The Phone Won’t Dial Itself
Fanatical Prospecting Call Sheet
5 Step Telephone Prospecting Framework
Introduction to the 5 Step Telephone Prospecting Framework
5 Step Telephone Prospecting Framework
Keep It Simple
Don’t Overcomplicate Telephone Prospecting
Step One – Get Their Attention
Step Two & Three – Introduce Yourself – Reason For Your Call
Step Four: Give Them a Because
Step Five – Ask For What You Want
Assignment: Tele-Prospecting – Bridge to a Because
RBOs: Reflex Responses, Brush-Offs, And Objections
Get to the Point Fast on Telephone Prospecting Calls
RBO Forum
Homework – Build RBO Turn-around Scripts
Dealing With Fear And Rejection
Prospecting and the Fear of Rejection
The Origin of Fear
When You Fear the Wrong Things
Challenging Your Fears
Get Excited to Hear No
Hanging Up on Rejection
Overcoming Fear
Time And Territory Management
Time Blocking is Transformational for Sales Professionals
3 Reasons You Are Not Using Your CRM and What to Do About It
Eat That Frog
The Ultimate Key to Success Is the Scheduled Phone Block
Time Management and Productivity Discussion
Email Prospecting
Assignment: Develop Email Templates
4 Techniques for Winning With Cold Emails
Social Selling
Accelerating Sales With LinkedIn
3 Tips for Using Social Media for Inbound Prospecting
Qualifying And Strategic Prospecting
Segmentation – Fit Qualifiers
Developing Mental Toughness
Developing Mental Toughness
Prospecting Best Practices
Fanatical Prospecting Tips for Real Estate
Why You Suck at Prospecting and What to Do About It
Prospecting, Forecasting, and Building a High-Performance Culture (AUDIO)
Facilitators Discuss Fanatical Prospecting
Bonus Resources
3 Right Things Salespeople Should Be Doing
Debunking the Myth – I’m Bad at Prospecting But Good At Closing
The Biggest Mistake Salespeople Make in the Sales Process
