Essential Telesales Course

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The Granary

Alton Business Centre

Valley Lane, Wherstead



United Kingdom

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Event description


Essential Telesales – Course Programme

Duration: 1 day - 9.30am to 4.30pm

Cost Per Delegate: £125.00 per person + vat

Course Overview:

Confident, informative and persuasive telephone skills are the foundation to a sales professionals ability to succeed. The course covers the essential elements to successful sales calling with a proven method of achieving higher call rate success. Individuals are encouraged to use their natural style and personality and will learn how to engage in credible business conversation, to grow in confidence on the phone.

Who Should Attend:

Telesales skills training for professionals who sell or gain appointments over the phone, including new comers to a sales role, account managers, telemarketers, recruiters and more experienced sales professionals seeking a refresher.

Delivery Methods:

We encourage group participation in a relaxed and supportive manner. Delegates learn through a variety of active learning techniques incorporating individual and group experiences. A workshop style course that is interactive, practical and high energy.

Pre-Course Questionnaire:

Delegates receive a learning goals questionnaire:

  • Issued 10 days prior to attendance
  • Exploring their level of experience
  • Requesting their individual learning goals

These are then reviewed prior to the course to assist the trainer with optimising each individual’s learning experiences.

Post- Course Evaluation:

A follow-up evaluation is issued to the delegate:

  • Feedback of the course content
  • Delivery and trainer’s style
  • Application of learning outcomes back at the desk

Go Training actively supports delegates in applying and continuing to maintain new skills and approaches learnt. We offer a free 3 month trainer support package to facilitate this.

Course Content:


  • Delegates reflect on their own experience of sales calling both positive and negative
  • Exploration of attitude, skills and knowledge needed to deliver an effective sales call
  • Creating a positive approach to picking up the phone
  • Exploring what customers need


1. Planning & Preparation:

  • Research – what do you know and what do you need to identify
  • Identifying the right contact
  • Setting specific call objectives

2. Introductions with Impact:

  • How to use your voice more effectively
  • The use of impactful words and phrasing
  • Delegates design and deliver their impactful introduction
  • Delegates give collective feedback with trainer facilitation

3. Questioning and Listening Techniques:

  • Key questioning and listening techniques explored
  • Effective questioning and listening methods to qualify, investigate requirements and analyse customers’ needs
  • Practical application of questioning & listening skills

4. Product/Service Sell:

  • Delegates identify their own companies key products and services
  • Exploration of sales methods to present products and services focusing on need deliverables
  • Delegates identify the benefits linked to their individual products and services to enable them to sell effectively

5. Objection Handling and Close

  • Exploring common objections
  • How to detect hidden reasons behind an objection and counteract them
  • Strategies to influence, support and alleviate customer concerns
  • Effective closing techniques

6. Follow Up Action

  • Exploring the importance of follow up activity
  • Methods to creating a personalised call cycle sequence
  • The value of accurate record keeping.


Delegates are given the opportunity to practice and demonstrate new techniques learnt in a supportive group environment. If this course is delivered in-house delegates would have the opportunity to trial skills in a ‘live calling session’ supported by a Sales Trainer if required and appropriate.

Review and Conclusion:

Review of the day’s course content. Delegates learning goals are re-examined in relation to the day’s activities. Approaches are covered to apply learning to the delegate’s own current environments.

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The Granary

Alton Business Centre

Valley Lane, Wherstead



United Kingdom

View Map

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