Derek Shebby – The Fearless Prospector MasterClass
No Fluff. Expert Instruction. Proven Results.
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The Fearless Prospector is an online sales training program that teaches new or tenured salespeople how to conquer fear in prospecting, proven strategies to flood their calendars with appointments and how to get in control of their sales destiny.
It is an 8-hour e-learning course, with over 120 video training lectures and 4 workbooks, that focuses on the critical cold calling skills used to plan for effective weeks in the field and tactics on how to get past gatekeepers in person, and over the phone, during the full business to business (B2B) sales cycle.
Introducing the Fearless Prospector Master Class
The Fearless Prospector masterclass course, by Modern Sales Training, will help you conquer the fear of prospecting by developing a winning mindset, build a qualifying master prospect list, create a fearless prospecting plan each week, tailor the message that will connect with your clients, understand
how to handle any objection that comes your way and learn the proven methodologies that work
magic in getting past gatekeepers in person and over the phone.
There are 8 sections in the masterclass (which include 4 downloadable workbooks)
The Fearless Prospector Course Curriculum
Module 1. Preparing for Greatness
1. Your Road to Becoming Fearless(6:13)
2. Your Prospecting Sales Coach(6:27)
3. 5 Step Guide Intro & Part 1(9:35)
4. 5 Step Guide Part 2(7:01)
5. 5 Step Guide Part 3(5:02)
6. 5 Step Guide Part 4(5:56)
7. 5 Step Guide Part 5(7:03)
8. Our Shared Commitment to Your Success(4:51)
5 Step Guide Workbook -Fearless Prospector
Module 2: The Fearless Prospectors Mindset
9. Where Does Fear Come From?(4:44)
10. Mindset Tip Introduction & Tip #1(10:41)
11. Mindset Tip #2(6:00)
12. Mindset Tip #3(4:05)
13. Mindset Tip #4(9:38)
14. Mindset Tip #5(9:17)
15. Mindset Tip #6(4:39)
16. Mindset Tip #7(4:37)
17. Mindset Tip #8(6:12)
18. Mindset Tip #9(3:58)
19. Mindset Tip #10(6:32)
20. Motivation – Feed Your Brain(2:49)
iPhone Lock Screen – The Fearless Prospector
Mindset Workbook
Module 3: Building Your Master Prospect List
21. Building Your Master Prospect List Introduction(4:40)
22. Building Your Master Prospect Part 1(8:22)
23. Building Your Master Prospect Part 2(4:36)
24. Building Your Master Prospect Part 3(6:09)
25. Building Your Master Prospect Part 4(5:10)
26. Building Your Master Prospect Part 5(6:44)
27. Building Your Master Prospect Part 5(6:44)
28. CRM Template for Your Master Prospect List(7:28)
FP MPL Workbook
CRM Template EXCEL – Fearless Prospector
CRM Template NUMBERS – Fearless Prospector
Module 4: The Fearless Prospecting System
29. How to Play the Numbers Game – Over the Phone(5:47)
30. Planning for an Effective Week(12:59)
31. The Unstoppable Plan(8:09)
32. Time Management Tips to Remove Distractions(5:34)
The Fearless Prospector Unstoppable Plan
Module 5: Tailoring Your Message
33. Tailoring Your Message Overview(0:58)
34. Creating Your Message Workbook(14:47)
35. Tailoring Your Message (In Person)(4:54)
36. Tailoring Your Message (Over the Phone)(6:42)
37. Tailoring Your Message (Elevator Pitch)(5:04)
Creating your Message Workbook
Module 5: Tailoring Your Message – Preparing for their Response
38. Preparing for Their Reponse Intro(0:43)
39. Where Do Objections Come From?(7:38)
40. The Big 4 Objections!(3:05)
41. Objection Handling (In Person)(6:29)
42. Objection Handling Example (In Person) I’m Not Interested(5:30)
43. Objection Handling Example (In Person) I’m Too Busy(7:06)
44. Objection Handling Example (In Person) We Are All Set(6:13)
45. Objection Handling Example (In Person) Send Me Some Information(6:41)
46. Objection Handling (Over the Phone) Introduction(1:56)
47. Objection Handling (Over the Phone) RBOs(5:51)
48. Objection Handling (Over the Phone) The Turnaround(2:06)
49. Objection Handling (Over the Phone) The Ledge(3:08)
50. Objection Handling (Over the Phone) The Graceful Disconnect(2:08)
51. Objection Handling (Over the Phone) Examples with the Big 4(6:10)
52. Objection Handling (Over the Phone) Example: We are good(3:33)
53. Objection Handling (Over the Phone) Example: Send me info(4:23)
Module 6: Conquering the Cold Call on Foot
54. Conquering the Cold Call (Preparation)(11:03)
55. Conquering the Cold Call (The Walk-In)(17:42)
56. Conquering the Cold Call (Your Message)(1:57)
57. A Cold Call Vs. A Strategic Stop By(2:28)
58. Conquering the Cold Call (The DM Comes Out!)(12:55)
59. The Creative Drop Off Strategy(8:13)
60. Conquering the Cold Call – Stay Professional(1:15)
Module 7: Dominating the Cold Call over the Phone
60. Dominate the Cold Call over the Phone (Preparation)(6:34)
61. Dominate the Cold Call over the Phone (Phone Navigation)(14:25)
62. Dominate the Cold Call over the Phone (DM Picks Up)(7:24)
63. Dominate the Cold Call over the Phone (Voicemails)(2:43)
64. Dominate the Cold Call over the Phone (Counting the Little Wins)(2:47)
Module 8: The Fearless Prospector’s Question Library (Cold Calling in Person)
65. PRACTICE INTRO: The Fearless Prospector Library(1:59)
66. COLD CALLING ON FOOT INTRO: The Fearless Prospector Library(0:59)
66. PRACTICE – The Fearless Prospector Library (Cold Calling on Foot) #1(0:04)
67. PRACTICE – The Fearless Prospector Library (Cold Calling on Foot) #2(0:05)
67. PRACTICE – The Fearless Prospector Library (Cold Calling on Foot) #3(0:04)
69. PRACTICE – The Fearless Prospector Library (Cold Calling on Foot) #4(0:04)
70. PRACTICE – The Fearless Prospector Library (Cold Calling on Foot) #5(0:04)
71. PRACTICE – The Fearless Prospector Library (Cold Calling on Foot) #6(0:07)
72. PRACTICE – The Fearless Prospector Library (Cold Calling on Foot) #7(0:03)
73. PRACTICE – The Fearless Prospector Library (Cold Calling on Foot) #8(0:04)
74. PRACTICE – The Fearless Prospector Library (Cold Calling on Foot) #9(0:04)
75. PRACTICE – The Fearless Prospector Library (Cold Calling on Foot) #10(0:05)
76. PRACTICE – The Fearless Prospector Library (Cold Calling on Foot) #11(0:05)
77. PRACTICE – The Fearless Prospector Library (Cold Calling on Foot) #12(0:05)
78. PRACTICE – The Fearless Prospector Library (Cold Calling on Foot) #13(0:04)
79. PRACTICE – The Fearless Prospector Library (Cold Calling on Foot) #14(0:04)
80. PRACTICE – The Fearless Prospector Library (Cold Calling on Foot) #15(0:07)
81. PRACTICE – The Fearless Prospector Library (Cold Calling on Foot) #16(0:06)
82. PRACTICE – The Fearless Prospector Library (Cold Calling on Foot) #17(0:05)
83. PRACTICE – The Fearless Prospector Library (Cold Calling on Foot) #18(0:05)
84. The Fearless Prospector Library (Cold Calling in Person) Answer #1(1:25)
85. The Fearless Prospector Library (Cold Calling in Person) Answer #2(1:56)
86. The Fearless Prospector Library (Cold Calling in Person) Answer #3(1:13)
87. The Fearless Prospector Library (Cold Calling in Person) Answer #4(1:29)
88. The Fearless Prospector Library (Cold Calling in Person) Answer #5(3:20)
89. The Fearless Prospector Library (Cold Calling in Person) Answer #6(2:13)
90. The Fearless Prospector Library (Cold Calling in Person) Answer #7(2:38)
91. The Fearless Prospector Library (Cold Calling in Person) Answer #8(2:29)
92. The Fearless Prospector Library (Cold Calling in Person) Answer #9(2:00)
93. The Fearless Prospector Library (Cold Calling in Person) Answer #10(3:07)
94. The Fearless Prospector Library (Cold Calling in Person) Answer #11(3:31)
95. The Fearless Prospector Library (Cold Calling in Person) Answer #12(4:48)
96. The Fearless Prospector Library (Cold Calling in Person) Answer #13(4:52)
97. The Fearless Prospector Library (Cold Calling in Person) Answer #14(1:54)
98. The Fearless Prospector Library (Cold Calling in Person) Answer #15(3:16)
99. The Fearless Prospector Library (Cold Calling in Person) Answer #16(5:21)
100. The Fearless Prospector Library (Cold Calling in Person) Answer #17(3:39)
101. The Fearless Prospector Library (Cold Calling in Person) Answer #18(4:21)
Module 8: The Fearless Prospector’s Question Library (Cold Calling Over the Phone)
102. COLD CALLING OVER THE PHONE INTRO: The Fearless Prospector Library(0:15)
103. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) #1(0:06)
104. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) #2(0:05)
105. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) #3(0:05)
106. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) #4(0:05)
107. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) #5(0:05)
108. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) #6(0:06)
109. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) #7(0:05)
110. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) #8(0:07)
111. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) #9(0:04)
112. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) #10(0:06)
113. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) #11(0:06)
114. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) #12(0:05)
115. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) #13(0:05)
116. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) #14(0:05)
117. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) #15(0:06)
118. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) #16(0:06)
119. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) #17(0:06)
120. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) #18(0:05)
121. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) #19(0:05)
122. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) Answer #1(1:27)
123. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) Answer #2(2:57)
124. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) Answer #3(2:00)
125. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) Answer #4(1:49)
126. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) Answer #5(1:22)
127. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) Answer #6(1:53)
128. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) Answer #7(1:56)
129. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) Answer #8(1:44)
130. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) Answer #9(2:07)
133. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) Answer #12(1:33)
131. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) Answer #10(1:05)
132. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) Answer #11(1:57)
134. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) Answer #13(0:59)
135. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) Answer #14(1:41)
136. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) Answer #15(1:36)
137. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) Answer #16(2:01)
138. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) Answer #17(1:23)
139. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) Answer #18(1:27)
140. PRACTICE – The Fearless Prospector Library (Cold Calling over the Phone) Answer #19(2:23)
Module 9: Become a Success Story
141. Congratulations, Request & Gift(3:28)
NEW: Gatekeeper Training(40:10)
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