Successful Telesales Skills - Searchlight Insurance Training

Successful Telesales Skills

This workshop is designed for those working in a telephone sales environment who are  charged with business development targets.

It aims to develop the necessary skills and techniques required to gain client commitment to buy or to make an appointment with a field sales person.

The workshop involves theory and practical instruction.   New skills are practiced  in a safe environment, and delegates will receive high quality coaching.


Time: 9.30am until 4.30pm

Level: n/a

Duration: 1 day(s) CII CPD Hours: 6


By the end of the workshop delegates will be able to:

  • Create a framework for effective new business development
  • Create a structure for meaningful telephone selling calls
  • Demonstrate the appropriate communication skills required to build rapport and gain commitment from a customer during a sales call, ensuring a successful outcome
  • Obtain enquiries and brand new opportunities as a result of the workshop
  • Agree performance indicators to measure ongoing success


  • Making quality telephone sales calls – getting organised, company/product positioning, questioning/listening, selling the benefits, handling objections, voicemail strategy, positive approach, closing techniques
  • Effective communication skills – questioning skills, funnel technique, positive/partnership language, using voice to influence
  • Gaining customer commitment, including handling difficult customers, delaying tactics, overcoming objections, giving bad news, saying “no” positively
  • Live telephone sessions/skills practice, including coaching
  • Personal action plan for further development of skills