Telesales Training Course

Why Do I need a Telesales Training course?

Fill Your Pipeline With New Business Prospects

Our Telesales Training Course will help your sales team to prospect effectively, adding new opportunities to your pipeline.

Build Relationships with Your Prospects

Effective Telesales Training can help you to build new relationships with prospects quickly, leading to generating sales opportunities.

Grow Your Business Through New Customers

Adding new customers to your portfolio is essential to growing a business. Our Telesales Training Course will show you how you can create lasting relationships with new customers.

This course includes live calling practice which dramatically enhances the return on investment

Open Telesales Training Course

If you have between 1 and 4 delegates to train, we have open courses running onto which you can enrol yourself or your team members. They will get to meet and network with people from other industries and learn their new skills in a motivational environment

Open course details

Tailored to You

Or, if you have 5 or more delegates to train, you may find it beneficial to look at our bespoke courses. All our sales training courses can be tailored to your business, your team and your customers, or you could join us on one of our open courses.

contact us for a free, no obligation discussion

Telesales Training Course Objectives

Receptionist Management

Build effective relationships with gatekeepers to facilitate access to decision makers

Decision Maker Conversations

Build meaningful conversations with decision makers leading to appointments or further engagement

Manage Telesales Activity

Learn how to plan, manage and measure effective telesales activity

What our delegates think

“A digestible straight-forward process to get the information you need.” JH, Cooper Associates Group

“Excellent, really enjoyable and worthwhile.  Relevant information that directly correlates to the role” CT, Cooper Associates Group

“The tutor was welcoming and encouraged participation, I would highly recommend” DG, Sopheon

Absolutely loved the course! It’s been a great 2 days and I have had the best training, thank you!” HB, Salt Media

“Very good, structured, simple and effective!” JR, Pepper Communications

“Refreshing, progressive and empowering” LJ, Pepper Communications

“Far less daunting than anticipated!” RT, Sunangel Imaging

sales training

Telesales Training - what's in the course?

Who Would Benefit from this Telesales Training Course?

This Telesales Training Course is ideal for anyone who needs to use the telephone to generate prospects and fill their new business pipeline.

Whether you are a dedicated telesales operative or a field sales person who needs to create appointments, then this lead generation training will show you how to do this effectively.

Key Benefits - What Impact Will It Have On Sales?

As a result of attending this programme, you or your delegates will understand how to:

Plan, manage and measure a telesales campaign.

Build effective relationships with receptionists, leading to gathering essential decision maker information

Create meaningful conversations with decision makers, leading to appointments or sales opportunities

The techniques taught in this cause will have an immediate impact on your pipeline. It has been proven many times that the gatekeeper engagement process can deliver 65 decision maker names and email addresses for every 100 calls made. This can immediately impact your conversion rates through to appointment or sale and can be used to feed your email marketing, leading to more sales.

The decision maker contact techniques create active engagement and interest in your product and service and creates opportunities to book appointments or to move the prospect to the next step remotely.

Course Content - What Will I Learn?

Course Content – Day 1 –  Telesales Campaign Planning and Gatekeeper Strategy

Telesales Campaign Planning

  • Understanding sales activity measurement and analysing conversion rates
  • Planning telesales activity
  • Creating a telesales campaign strategy

Receptionist / Gatekeeper Management 

  • Breaking down the telesales process between managing gatekeepers and gaining access to decision makers
  • Benefits of having a structured Gatekeeper process
  • Successful questioning techniques for gathering important information
  • Understanding people’s behaviours and reactions
  • What you can do to create an alternate reaction / behaviour
  • Delegates will undertake practical exercises to develop the skills learned in this section required for managing gatekeepers.  More information about this follows at the end of this overview.

Course Content – Day 2 – Accessing and Influencing Decision Makers

  • Initial Contact with your Decision Maker
  • Create a structured process for accessing the decision maker and building a relationship
  • Learn how to create the optimum introductory email and create a template for future use
  • Prepare effectively for making your first call to the decision maker

Qualification of your Decision Maker 


  • Advanced questioning techniques
  • Getting the information you need about a prospect’s current status
  • Developing credibility
  • Provoking thought and motivating change in the decision maker

Presenting your product or service

  • Understand Features and Benefits
  • Making the connection between ‘Need / Feature / Benefit / Hook’
  • Closing
  • Trial close

Negotiating an appointment or the next steps

Making the close

Handling Objections

  • Establish a structured process for handling objections
  • Identify key objections
  • Eliminate objections before they arise
  • Dispel objections with the LAP Technique

Practical Application

All delegates will be required to bring full brief of their telesales duties and have a minimum of 20 cold leads to call during the training. These need to be of companies you have not done business with previously, that you would like to make contact with. You will need the company name and telephone number, as a minimum. Please also make sure that you bring a mobile phone that you can use to make these calls.

Live Calls

Utilising the data provided and the strategies learned practiced previously, delegates will conduct live calls to gatekeepers, to create appointments, sell the product(s), create awareness or develop client relationships as appropriate to the individual business.  Once again, where the facilities allow, calls may be recorded and played back for evaluation purposes.

Course Length

Our Telesales Training Course can be tailored to the needs of your business. Typically, we run it over 2 days, with up to 15 delegates attending, however, a shorter version is available, taking out the live call practice.

Workshop Style

This very effective sales training skills course is run in a workshop style, rather than a typical classroom approach. 

This means that your team will learn together in a collaborative environment, where they are encouraged to interact, discuss, analyse situations and agree solutions and actions.

All through the programme, they are coached and trained by the course leader who will provide the learning they need to achieve the goals of the course.

The key benefit of this approach is that your team will finish the programme with robust, actionable plans that completely fit your business and your customers, delivering a faster implementation and happier customers and team members.

Contact Us for a free, no obligation discussion

Contact us for a free, no obligation discussion on how this course could drive your sales pipeline

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