Telesales training FAQs

You work with Jenny herself, not a junior trainer. She has more than 30 years in sales, has personally trained more than 95,000 people and made around 100 calls a day when promoting the Australian events of Anthony Robbins, Tom Hopkins and Zig Ziglar between 1991 and 1997. She trains from experience on the phone, not from theory. Read Jenny's story.

Good telesales people can open a call with a reason to listen, build rapport quickly, ask questions that uncover needs, listen properly, handle objections calmly and ask clearly for the appointment or order. Resilience and a daily calling habit matter just as much. All of these can be learned and practised, which is the focus of Jenny's in-house telesales training.

Jenny's in-house programs run for 1, 2 or 3 days, or as shorter 2 to 3 hour sessions, with optional weekly or fortnightly follow-up coaching. A workshop teaches the skills, but they only become habits through practice on real calls, so follow-up coaching in the weeks after training helps the change last.

Jenny has trained teams in real estate, finance and lending, mortgage broking, insurance, telecommunications, IT and software, pharmaceuticals, recruitment, tourism and hospitality, fitness, events, imaging and printing, laboratories, and trucks and forklifts. Organisations include Trend Micro, Getty Images, LJ Hooker, ING, Westlab and Powerlift Nissan. In-house programs are customised, so the examples match your industry.

Yes. Jenny is based in Lane Cove on Sydney's lower North Shore and travels to every capital city and surrounds for onsite training. She also trains teams live online on Zoom, which suits regional offices and teams spread across states. City pages, such as telesales training in Melbourne, cover the local details.

In-house training is designed for groups, and the price depends on how many people you are training. If you are a single salesperson, or a business owner who makes your own calls, one-to-one sales coaching gives you Jenny's full attention, in person in Sydney or on Zoom. You can also start on your own with Jenny's online telesales training courses.

No. Cold calling is one part of it. Jenny also trains appointment setters, account managers who call existing customers, inbound teams who take enquiry calls and need to convert them, and staff who follow up quotes. Every program is built around the calls your team actually makes. See what team training covers.

Telesales usually means selling directly over the phone, closing orders or booking appointments in the call. Telemarketing is the wider activity of promoting a business by phone, including surveys, lead generation and campaign calls. The same skills drive both: a strong opening, good questions, handling objections and a clear request for the next step.

Jenny's in-house training is typically A$3,000 to A$8,000, depending on numbers. Where your price sits in that range depends on how many people you are training, plus travel if Jenny is coming to your office outside Sydney. She confirms the price with you before you book, so there are no surprises.

Yes. As well as 1, 2 and 3 day programs, Jenny runs shorter 2 to 3 hour sessions focused on a topic such as cold calling, handling objections or call reluctance. Short sessions suit teams that cannot spare a full day away from the phones, and they work well as a series with weekly or fortnightly follow-up.

Start with Jenny's free eBook How to Make a Professional Telephone Sales Call. From there, her eBooks cost A$17, the How to Triple Your Sales by Phone workshop download is A$97 and the Telesales Mastery course is A$97. When you want personal feedback, a one-to-one coaching session is A$350. Browse everything in Jenny's shop.

Start with a free 15 minute chat. Call Jenny on 0414 543 289 or (02) 9427 3479, email jenny@telesalestraining.com.au, or send a message through the contact page. Tell her who needs training, the calls they make and where they get stuck, and she will recommend the right format and confirm the price.

All prices are in Australian dollars. Jenny works mainly with Australian businesses but travels overseas when required, and her past work includes training for Telikom PNG and one-to-one coaching for a client in Fiji. Coaching and live online training on Zoom work from anywhere, so overseas teams can often start without any travel.

Each session focuses on your calls and your goals. Depending on what you need, Jenny may review real or recorded calls, rewrite your openings and scripts, role play the objections you find hardest and set targets for the week ahead. Between sessions you put the changes to work on the phone, and the next session picks up from there.

Yes. A single session is A$350, while a package of 4 sessions is A$1,200, which works out at A$300 a session and saves A$200. Four sessions also give you time to try new techniques on real calls between meetings and have Jenny fine-tune them, which is where new habits form.

Bring your current script or opening, a recent call recording if you have one, the objections you hear most and a clear goal, such as more appointments or fewer calls lost at the first no. The more real material Jenny can work with, the faster she can pinpoint what to change. If nothing is written down yet, that is fine too.

In-person coaching takes place in Sydney. Everywhere else, sessions run on Zoom, which works well for reviewing calls, rewriting scripts and role playing objections. Jenny has coached clients well beyond Sydney this way, including a client in Fiji. Sessions are the same price either way: A$350 each, or 4 sessions for A$1,200.

Yes. One-to-one coaching suits a new starter who needs a confident start, a capable salesperson whose results have stalled, or a team leader who will go on to coach others. Jenny focuses the sessions on the calls that matter most to your business. For change across a whole team, combine coaching with in-house training.

Telesales Mastery is Jenny's six module telesales course. You can take it as a self-paced online course on Thinkific with quizzes and videos (US$199 per person), or as the Telesales Mastery manual, an eBook transcript with exercises, for A$97. How to Triple Your Sales by Phone is Jenny's one day workshop on video with an audio version, for A$97, if you prefer to watch and listen.

Live online training is private to your team, covers the same content as in-house training and is customised in the same way. Jenny teaches live on Zoom, so your people can ask questions, practise role plays and get feedback in real time. It suits teams spread across offices or states, and saves the time and cost of travel.

Each person needs a computer with a camera, a reliable internet connection, a headset or good microphone, and a quiet space where they can speak freely during role plays. Keeping cameras on makes the session far more interactive. Have your current scripts and a list of common objections handy so the practice uses your real calls.

For a team, live online training on Zoom is the better fit, because Jenny customises it to your business and works with your people in real time. The self-paced courses suit individuals who want to learn in their own time. To run Jenny's course yourself with a group, you can license How to Triple Your Sales by Phone for A$3,000.

Both cover the same content and both are customised to your team. Onsite training puts Jenny in the room, which some teams prefer for a full day of role play. Live online training on Zoom removes travel, makes it easy to include people from several locations and suits shorter sessions spread over weeks. The right choice depends on where your team is and how they work.

Yes. Jenny runs live online telesales workshops on Zoom four or five times a year for individual salespeople: two 2.5 hour sessions a week apart, limited to 12 people, with A$450 covering both sessions. See the dates on the online telesales training page.

Yes. Cold calling is legal in Australia when you follow the rules. Under the Do Not Call Register Act 2006, you cannot make unsolicited telemarketing calls to registered numbers unless you are exempt or have consent, and the Telecommunications (Telemarketing and Research Calls) Industry Standard 2017 sets calling hours and what you must say. Check details with the ACMA, and read Jenny's guide to telemarketing rules in Australia.

According to the ACMA, telemarketing calls can be made from 9am to 8pm Monday to Friday and from 9am to 5pm on Saturday. Calls are not allowed on Sundays or on national public holidays. The hours are based on the local time where the person you are calling lives, so plan calls to Perth, Adelaide and Darwin around their time zones.

Business phone numbers cannot be registered on the Do Not Call Register, which covers home phones, personal mobiles and fax numbers. A number used for both business and personal purposes can be registered if it is mostly used for personal calls. Telemarketing calls to Australian numbers must still follow the industry standard on calling hours, identification and caller ID, so check the ACMA for the current rules.

The ACMA says telemarketers must give their name, the name of their employer and, if calling on behalf of another business, that business's name, and explain why they are calling. Your caller ID must show a number people can call back, and you must end the call if the person asks. A good opening covers all of this naturally; see these cold call openings that grab interest.

There is no single right number, because it depends on your market, your list and whether you are booking appointments or closing sales on the call. Set a daily target your team can keep up, then track how many calls turn into conversations and appointments. When Jenny promoted major speaking events in the 1990s she made around 100 calls a day, but a well planned call beats a rushed one.

Within the legal hours, the best time is when your buyers are at their desks and not in the middle of their busiest work. That differs by industry, so test different calling blocks, such as early morning and late afternoon, for a few weeks and track your connection and appointment rates. A fixed daily calling block also helps you overcome call reluctance.

Start with Don't Get Hung Up!, Jenny's book on how to sell products and services by phone, available as a paperback for A$29.95 or an eBook for A$27. It is endorsed by Tom Hopkins, Brian Tracy and John Nevin. If you want quick tips to dip into, the two volumes of Telephone Sales Tips to Triple Your Sales cost A$17 each.

Jenny's eBook Top Telesales Techniques That Work! is now titled Telephone Sales Tips to Triple Your Sales. Volume 1 of Telephone Sales Tips has 157 strategies and Volume 2 has 150 more, and each costs A$17. The tips are short and practical, so they suit busy salespeople who want one new idea to try on today's calls.

Payment for shop orders is made through PayPal, and you can pay with a card through PayPal at checkout. All prices are shown in Australian dollars. If you have a question before or after you order, contact Jenny on 0414 543 289 or email jenny@telesalestraining.com.au and she will help.

Digital products, including the eBooks, the Telesales Mastery course, the Telesales Coaching Calls Live! audio and the How to Triple Your Sales by Phone download, are delivered by email after payment. Check your inbox, including the spam or promotions folder. If the email has not arrived, get in touch and Jenny will sort it out.

Paperbacks, including Don't Get Hung Up! and Secrets of Top Sales Professionals Exposed!, are posted to the address you give at checkout, so make sure it is complete and correct when you order. Postage is free within Australia and A$10 to anywhere else. Secrets of Top Sales Professionals Exposed! costs A$30 and is part of Dale Beaumont's series, published in 2007, with Jenny as a co-author.

Yes. Jenny's free eBook How to Make a Professional Telephone Sales Call is a practical place to begin, and you can download the free eBook straight away. Try the ideas on your next few calls, then explore Jenny's free articles on selling by phone, covering cold calling, objections, appointments and follow-up.