virtual selling training session

Telephone Selling Skills

Telephone Selling Skills

A practical and engaging LIVE Webinar


Whilst telephone selling isn’t a new thing, it has become an even more desirable skillset since the COVID-19 pandemic hit and social distancing was enforced.

Whether you are selling directly over the phone, setting up virtual meetings or dealing with inbound enquiries, it has never been more vital that you feel confident in opening your calls, driving the conversation, discussing your products and services and securing commitment for the appointment or the sale.

This 1-day workshop will help you to develop your communication skills, improve your ability to influence and motivate your customers, and provide you with techniques to feel confident in making every call a success.

This webinar is accredited by the Institute of Sales Management and is CPD Certified.


By the end of this workshop, you will be able to:

  • Understand the modern-day selling skills required to sell over the phone
  • Develop a calling framework to provide structure to your calls
  • Position yourself, the company and the reason for the call in the right way
  • Build trust and rapport quickly and effectively
  • Uncover information through questioning and listening which will help you to sell more effectively
  • Identify what to say and what to ask to create interest in your offering
  • Overcome objections and barriers to the sale/appointment
  • Ask for the business or the appointment in the right way and at the right time

Workshop Outline

9.00am – 10.30am
Modern Day Selling Skills

  • Understanding the telephone sales process:
    • What are the stages?
    • Understanding how your customers think, process information and make decisions
  • Understanding and accepting the current COVID-19 situation:
    • Identifying the impacts this will have on your current approach and how you sell
    • Identifying the change in approach needed and aligning this with the skills needed
  • Challenges associated with “selling” using the telephone and remotely:
    • What are the challenges and how can we overcome them?
  • Understanding the stages of the consultative selling model and how to apply this when working remotely:
    • What are the stages and how do these relate to your role?

11.30am – 1.00pm
Structuring Your Calls

  • Developing your communication skills:
    • Communication styles reviewed
    • Developing a conversational style
  • Positioning – Opening your interactions, with purpose and impact:
    • Getting through gatekeeper screens in the right way and connecting with the decision maker
    • Positioning the call today and key objectives
  • Building – Creating a positive first impression and developing rapport:
    • Building rapport over the phone
    • Using a calling framework rather than a script
  • Discovering – Questioning and listening techniques that uncover information:
    • Different types of questions and their purpose
    • The needs dialogue process what is important to them
    • Active listening – are you really doing this?

2.00pm – 3.30pm
Progressing The Conversation

  • Presenting – Using this information to progress the sale:
    • Tailoring your communication to your understanding of the customer’s wants, needs, key drivers and timeframes
    • Using influencing language and motivating others to act
    • Building the value of your offering throughout to avoid future objections
  • Resolving – Dealing with common obstacles during and after COVID-19:
    • Creating urgency in the sale
    • Specific words and phrases to help overcome objections
  • Securing – Progressing the conversation:
    • Identifying positive signals from your customer
    • Asking for the business or the appointment in the right way
  • Action planning and making it happen

Your Virtual Facilitators

Profile Suk

Suk Gill

96% Feedback Score From Last 20 Webinars

Suk has delivered high energy pre-recorded and live training sessions for global including Finlays, Dermalogica and Kanth, covering the transition to remote working and virtual selling, managing challenging workloads and effective closing skills.

Profile Mark

Mark Williams

98% Feedback Score From Last 20 Webinars

With over 35 years in learning and development, Mark has delivered highly engaging and action-centred virtual and blended training programmes for many international clients including Virgin Atlantic, Xerox and Genus ABS.

Upcoming Dates & Booking

10th September 2020
9.00am – 3.30pm BST

£295 + vat



Make An Enquiry

Big Impact


Sales Improvement Through COVID-19


I am sat this morning doing final preparations to present to 200 senior leaders within the organisation tomorrow, and find myself referring to your training materials.

We are sharing best practice from the UK on why we have been able to embrace virtual meetings so quickly, as for many this new normal is still not working. A lot of our success is down to the training we have had from MTD.

Everyone has loved your trainer’s down to earth style, the pace of the training, and both the content and delivery. I would highly recommend (and will be doing) that any company that is serious about business, needs to seriously invest in your training.

I will be sharing some of your top tips for successful meetings, as they are so practical – yet so easily overlooked. My colleagues are from international operations, so this practical advice and recommendation will be reaching a long way.

I can also see a very nice sales improvement developing over the last 6 weeks.quote

So a huge thank you please pass on my comments to your senior leadership team. It is important they know just how impactful this has been.

Sue Cunliffe
National Strategic Account Manager
Novo Nordisk


CPD logoISM logo

ISM & CPD Certified

This webinar is accredited with the Institute of Sales Management (ISM) and is also certified by the CPD (Continued Professional Development.) This means that it meets their high standards of design and delivery.

All attendees of this webinar will receive a formal certificate from the ISM and CPD.

Webinar Features

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Pre-Session Activity
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Polls & Questions
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Hand Up Q&A


Relations icon
Interactive Exercises
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Case Studies & Examples
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Recorded For Future Playback


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Delegate Workrooms
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LIVE Presenter
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Post-Session Action Plan


Take Away Actions & Notes
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Embedded Content
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Make An Enquiry

Upcoming Dates & Booking

10th September 2020
9.00am – 3.30pm BST

£295 + vat


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Make An Enquiry

If you've got any requirements in mind please call us on 0333 320 2883 or complete our enquiry form below and we will get back to you with some options.