Core Sales Skills

Overview

A focused one-day workshop covering the essential mechanics of effective phone sales calls. Participants develop practical skills in first impressions, vocal communication, call structure, rapport and objection handling, providing either a refresher for experienced sales floors or an entry point for new client relationships.

Learning Objectives

• Master the essentials of effective calls: Build stronger first impressions, vocal delivery, conversation flow, and rapport from the outset.

• Handle objections with confidence: Apply practical techniques to respond constructively to common customer concerns and keep conversations moving forward.

• Create consistency across the sales floor: Establish a shared approach to structuring and delivering effective phone sales conversations.

• Raise the standard of call quality: Evaluate sales interactions against clear standards and use practical feedback to improve performance.

Learning Outcomes

By the end of the course, participants will be able to:

• Apply the key stages of a sales call: Demonstrate the four-stage call structure and recognise common objections in short-term insurance sales.

• Use voice to influence conversations: Apply appropriate tone, pacing, and vocal techniques to strengthen engagement and customer response.

• Demonstrate effective call techniques: Apply structured sales and objection-handling approaches during live practice calls.

• Assess and improve call performance: Review calls to identify gaps in structure, rapport, and objection handling, using quality standards to guide improvement.

Learning Challenges vs. Learning Impact

This table links common sales-floor challenges to their learning impact, showing how structured calls, confident objection handling, consistent standards, and stronger openings can elevate overall call performance.