Quick answer
What is online telesales training?
Online telesales training teaches you to sell by phone through live video sessions or self-paced courses, without leaving your desk. Jenny Cartwright runs public live workshops on Zoom (two 2.5 hour sessions for A$450), private training for teams, and the self-paced Telesales Mastery online course, with six modules, quizzes, tasks and videos.
Live online telesales workshops for sales professionals
Lacking the confidence or skills to pick up the phone? Worried about rejection? Jenny's live online telesales workshops are for inbound and outbound salespeople alike. You learn how to get through the gatekeeper, ask powerful questions, make appointments, handle objections, close the sale, convert inbound calls and make follow-up calls.
There's no travel. Each workshop runs live on Zoom in two parts, one week apart, and each part is a 2.5 hour interactive session with numbers limited to 12, so there is open Q&A with Jenny throughout. Homework tasks between the sessions are corrected by Jenny to reinforce what you learn. Anyone in Australia or worldwide can join, and your Zoom link arrives a week before the workshop.
| Part 1 | Part 2 |
|---|---|
| 11 January 2027 | 18 January 2027 |
| 5 April 2027 | 12 April 2027 |
| 9 August 2027 | 16 August 2027 |
| 25 October 2027 | 1 November 2027 |
A$450 for both sessions. Every session runs from 2pm to 4.30pm Sydney time, and Part 2 is one week after Part 1.
Everything the workshop covers
You will learn
- The skills and techniques to get more leads and appointments and close more sales immediately
- More confidence and motivation to get on with cold calling and prospecting
- How to call past and existing customers without feeling a pest, and follow up mail-outs and quotes without fear of rejection
- How to create a telemarketing script that doubles your sales
- Amazingly simple techniques to get you past the gatekeeper
- The questions to ask that build rapport quickly
- The listening skills that give you instant credibility
- 5 ways to develop a captivating tonality
- What never to say on a call: the words that kill the sale
- The trigger words that compel people to buy
- What to do to convert 9 out of 10 enquiries into a sale
- How to get 7 out of 10 appointments in one hour
- The 4 ingredients of a compelling sales presentation
- Closing techniques that really work
- 2 strategies that handle every objection easily
- How to increase the value of the purchase
- Little-known techniques to follow up quotes, mail-outs and complaints and turn them into orders
- 3 easy ways to get referrals
- Simple strategies to overcome call reluctance
- Setting and achieving sales targets
- Preparing yourself for success before you make a call
- Time management tips so the calls get done
- How to write a good sales email
- Simple Google prospecting tips to find emails and phone numbers
I would like to thank Jenny for her professional and practical sales and telesales training she offered to our clients over Zoom during the month of May and June 2020. By using our Zoom VC platform we have been able to engage direct with all our sales people in our channel and tap into skills previously not available in South Africa. Thank you Jenny, your workbooks were practical and professional and we all received massive value from the training. We will definitely repeat the training later on this year.
Book your workshop place
Choose your workshop and fill in your details. Jenny will email you to confirm your place, with the payment details.
Private live online training for your team on Zoom
Live online training is Jenny's in-house program delivered on Zoom. It is private to your organisation, customised to your products and customers, and covers the same content as an onsite day.
It suits teams spread across several offices or states, people who work from home, and businesses that would rather not pay for travel. Everyone learns the same method at the same time, wherever they sit.
Live sessions are interactive. A technique is taught, then practised straight away in role play, which on Zoom usually happens in small breakout rooms before everyone comes back together to share what worked.
Your team learns on the same screen and headset they sell from, so the gap between practice and the next real call is short, and confidence builds while the lesson is still fresh. Programs can run as full days or as a series of 2 to 3 hour sessions, with follow-up coaching weekly or fortnightly. Read more about in-house telesales training for sales teams.
Self-paced online telesales courses
If you want to start today, or you are learning on your own, Jenny's self-paced courses let you work at your own pace and come back to the material whenever you need it.
Self-paced learning suits new starters who need the basics before their first calls, business owners who sell around everything else, and experienced reps who want a refresher. Managers can also use the courses to give new team members a common starting point before live training or coaching.
Telesales Mastery online course, US$199
Telesales Mastery is Jenny's online, self-paced telesales training course. It teaches salespeople outbound and inbound telephone sales skills in their own time, using the techniques from Jenny's 30 years of telesales experience. There are six modules, with quizzes, tasks and videos to reinforce what you learn, and it can turn sales professionals into telesales superstars.
US$199 per person for 1 to 10 people. To register a team of more than 10, email Jenny for a discount. You can start a free trial or buy the course on Thinkific. You can't afford to leave anyone in your sales and customer service team without it if you want them to get results from the start.
Module 1: Preparation and planning
Before you ever start making calls, it is good to know what you need to prepare beforehand, so your campaign is as successful as it can be. This module explains the essential ingredients for a successful telemarketing campaign.
Learning outcomes
- Understand what you need to have in place before you start a campaign
- Know the functions of a good database system
- Understand why it is important to have a script
- Source a list of targeted new prospects
- Schedule calls to existing and inactive customers, as well as follow-up calls to prospects
- Set goals and create a system for measuring success
- Set objectives for each call
- Maintain a positive attitude
Module 2: Sounding great to avoid resistance
You can have all the sales skills in the world, but if your tone and the words you use are not positive, you may cause resistance and get rejection from the start. This module makes you sound fantastic on the phone, energetic, positive, inspirational and empathetic, so the prospect enjoys talking to you and wants to stay on the call.
Learning outcomes
- Five ways to change your tone
- Demonstrate a professional voice on the phone and on voicemail
- Use positive language
- Recognise good telephone etiquette
- Answer the phone and close a conversation professionally
- Get past the gatekeeper
Module 3: Building rapport
Now that your communication is right, you are ready to make a professional sales call. You use a 7-step process, and this module focuses on how to open the call and build rapport rather than dumping your information on the customer. The best salespeople are good listeners, not good talkers: ask questions about the customer's situation, listen to the answers and plan how you will present once you know what they really want.
Learning outcomes
- How to start a cold call
- Open a cold call with an interest grabber
- Leave an effective voicemail message
- Build rapport using questions
- Demonstrate listening skills to build rapport
Module 4: Presenting your offer and closing
Up to now you have done very little talking: you have asked open questions and listened to learn the customer's real needs. Now it's time to talk about what you offer and make it relevant to those needs, or to close for an appointment straight after the script you wrote in Module 3.
Learning outcomes
- Make an appointment
- Create a compelling sales presentation
- Understand the ingredients of a good sales presentation
- Use trial closes
- Recognise buying signals
- Close a sale
Module 5: Objection handling and upselling
Success in telephone selling revolves around three things: the quality of the questions you ask while building rapport, the power of your script and your ability to handle every objection. This module shows how to handle objections easily so the conversation continues. Write each objection down as it comes up, find a way to overcome it and keep the scripted answer in front of you so you never stall again. You also learn cross-selling and upselling.
Learning outcomes
- Handle a variety of objections
- Use a trial close bridge
- Practise an upsell
- Start a cross-sell
Module 6: Follow-up, referrals, emails and overcoming call reluctance
How to make follow-up calls to quotes, information sent out, existing customers, inactive customers and sales. You also learn to handle inbound sales enquiries, ask for referrals, write professional emails and overcome call reluctance, plus twelve tips on great customer service.
Learning outcomes
- Follow up quotes and information sent
- Follow up existing and inactive customers
- Follow up sales and ask for referrals
- Handle and qualify inbound sales enquiries
- Write professional emails
- Conquer call reluctance
- Plan your customer service
How to Triple Your Sales by Phone, A$97
Jenny's one day public telesales workshop is now available digitally. How to Triple Your Sales by Phone gives you 4 hours of training on video, plus an audio version for the car. Watch on your phone, tablet or computer, any time, and learn at your own pace.
Telesales Mastery manual (eBook), A$97
Prefer to read and write? The Telesales Mastery manual is the full online telesales training program transcript, complete with exercises, questions and tasks to reinforce the training, in eBook format.
Which online option should you choose?
Every option draws on the same method. The difference is how much personal feedback you want and who is learning.
| Option | Price | Best for |
|---|---|---|
| Free eBook: How to Make a Professional Telephone Sales Call | Free | A quick, practical first step |
| eBooks and the script writing guide | A$17 each | Learning one skill at very low cost |
| Don't Get Hung Up! book | A$29.95 paperback or A$27 eBook | A complete phone sales reference |
| Telesales Coaching Calls Live! (audio) | A$47 | Hearing real cold calls coached |
| How to Triple Your Sales by Phone | A$97 | Learning by watching or listening |
| Telesales Mastery manual (eBook) | A$97 | Working through the course on paper |
| Telesales Mastery online course | US$199 per person | Self-paced learning with quizzes and videos |
| Live online workshop on Zoom | A$450 | Live practice and feedback in a small group |
| One-to-one coaching on Zoom | A$350 a session or A$1,200 for four | Personal feedback on your own calls |
| Private live online training for teams | Quoted per group | Teams that need one shared, customised method |
Not sure which fits? A short chat with Jenny will point you in the right direction, whether you are one person or a team of twenty.
Low cost options: books and eBooks
If budget is tight, Jenny's books and eBooks put her techniques in your hands for A$30 or less.
- Don't Get Hung Up! (How to sell products and services by phone): paperback A$29.95 or eBook A$27
- Telephone Sales Tips to Triple Your Sales, Volume 1: eBook, A$17, with 157 strategies
- Telephone Sales Tips to Triple Your Sales, Volume 2: eBook, A$17, with 150 more strategies
- Secrets of Top Sales Professionals Exposed!: paperback A$30 or eBook A$27, with Jenny as a co-author
The two Telephone Sales Tips volumes were formerly titled Top Telesales Techniques That Work!, so if you know that name, you know the series.
I have worked in the mortgage industry for seven years and of all the material I have encountered, and the training I have undertaken in cold calling, nothing has been as good as this book. It is a real nuts and bolts practical guide to the art of cold calling. The formulas for constructing an opening, or interest-grabbing statement, are the best I have ever come across, as is the material on call reluctance.
One-to-one coaching on Zoom
Courses teach the method. Coaching tells you how you are actually doing. Jenny coaches individuals on Zoom anywhere in Australia or worldwide, at A$350 per session or A$1,200 for a block of four.
A good combination is to work through a course first, then book coaching to review your real calls and fix the things a course cannot see. Find out more about one-to-one sales coaching.
Run the workshop with your own team
If you have an internal trainer or manager who would rather deliver the training themselves, you can license How to Triple Your Sales by Phone for A$3,000. It includes the facilitator guide, the participant workbook and the How to Triple Your Sales by Phone videos.
Your trainer gets a ready-made structure to follow, so they spend their time coaching people instead of writing material from scratch. Details are on the page about licensing the telesales course.
Can you really learn telesales online?
Yes, with one condition: you have to use it. Selling by phone is a spoken skill, so reading or watching alone will only take you so far.
Good virtual sales training mixes three things: a clear method, practice out loud and honest feedback. The self-paced courses give you the method. Role play with a colleague, or in a live Zoom session, gives you the practice. Coaching gives you the feedback.
Because telesales already happens through a headset, learning it through a screen feels close to the real job. That makes online sales training in Australia a natural fit for phone teams, wherever they are based.
Start free today
Not ready to buy? Download Jenny's free eBook, How to Make a Professional Telephone Sales Call, and read the practical articles in her free telesales resources.
Talk to Jenny about live online training for your team or the right course for you.
Book a free 15 minute chat