Telephone Sales Skills

Who is it for?

Any member of the team who uses the phone to regularly contact clients to sell goods or services including sales representatives, telesales staff, call centre supervisors, self employed professionals, business development staff.


Selling by phone - three simple words with the power to evoke a multitude of reactions, (usually around intrusive evening calls). Part of the aversion to selling by phone is that it probably has been tried with little success and from that springs the belief that ‘it’s had its day’ or ‘it doesn’t work anymore’.

However, every member of staff who speaks to any customer is part of your sales team.

In modern business there’s no escaping the phone as a viable and necessary form of communication when it comes to the exchange of goods, products, services, knowledge and skills.

The phone is the perfect tool for creating sales opportunities.  It can create not just sustain business, and to not utilise the telephone effectively is a waste.

This workshop is designed to revive and revitalise telephone sales skills for both the inbound and outbound calls.

Course content

  • What is telephone selling all about?
  • Understanding the phone sales role
  • Communication – the facts
  • Managing the Gate-keeper
  • The importance of tone, pitch and pace
  • Structuring your pitch – to script or not to script
  • Preparing to call -getting the opening right
  • Asking the right questions
  • Active listening – takes more energy than speaking!
  • Presenting your product/service
  • The challenges of selling on the phone
  • Gaining customer commitment

Course duration

1 day, normally between 9:30 and 4:30

"On behalf of MEP and my colleagues, please pass our thanks onto Marilyn Davidson for carrying out the “Pick up the phone – telephone sales without fear” course on Friday 15th at Canterbury Cathedral. We found the course content to be very informative, enjoyable and thought provoking to use back in the workplace.Thanks again."

PH, SP & CP, MEP Ltd

“Keith was interested in the problems we all face and covered all the tricky problem areas.”

KS from Skyfleet

"Suzanne was a very helpful trainer who built up a good rapport and made us feel at ease. Gave a brilliant view of the course."

LT, Fundraising Innovations

"Covered all the basics and more, opened my eyes to techniques I wasn’t aware of."

AG, Fundraising Innovations

In house options and costs

This course is offered as an in-house option either at your offices or at one of our prestigious venues. If you choose to use one of our venues, room  hire and catering will be charged at our specially negotiated rates.

The cost of an in house course including all training materials for up to 12 delegates is £1,195 plus travel + VAT.

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