Delegate Sales for Events

Maximise delegate sales bookings through excellence in telephone sales

This is a practical training course covering best practice processes and techniques and is tailored to how a business needs its event sales team to function. It goes through the six key areas of delegate sales and focuses on explaining the importance of each of these areas. The teaching is geared towards maximising the performance of telesales to increase the success of your event.


Preparation for event telesales

  • Knowing your customer
  • Product knowledge
  • Site mapping
  • Defining objectives


  • First impression
  • How to introduce you, your company, and your product
  • Tackling a gatekeeper
  • Sharing your objectives

Pitching your event

  • Different styles of pitch
  • Presentation skills
  • Questions
  • Listening skills

Email / social media

  • The value of email
  • Structure of a sales email
  • Considerations when drafting a sales email
  • Dangers of email / biggest mistakes

Pipeline management for your event

  • Understanding your CMS
  • Reporting
  • Recalls

Negotiation / the close

  • Summarising the journey
  • Best outcomes
  • Price negotiation
  • Closing techniques

Course certification

All attendees who complete the course satisfactorily, will receive a certificate.

Who should attend?

This course has been designed for telesales professionals who are selling delegate places for:

  • Conferences
  • Exhibitions

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★ ★ ★ ★ ★

The delegate sales in-house training certainly was productive and insightful too.

I think the entire team took away some great tips and techniques and I have recommended the training.

VP, Event Management,
Innovation Enterprise

★ ★ ★ ★ ★

5/5. The course gave me a much clearer understanding of what I needed to do going forward to improve my performance! Objection handling was my main issue which I now feel more confident on.

Delegate Sales Executive,


96% of attendees recommend our courses

★ ★ ★ ★ ★

Objection handling was always a problem for me and I now feel a lot more confident.

Seaneen McLoughlin,

★ ★ ★ ★ ★

Thanks! Good explanation of scenarios and solutions for objections. 5/5

Sales Executive,

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