Telesales Selling for Events

Maximise delegate bookings through excellence in telephone sales

This is a practical training course covering best practice processes and tailored to how a business needs its event sales team to function. It goes through the six key areas of telesales selling and focuses on explaining the importance of each of the areas. The teaching is geared towards getting improving the contribution of telesales to the success of a conference.

Course outline

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

Next course:
9 October 2019


Who should attend?

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

  • Conferences
  • Exhibitions


9 October 2019

How much?

£595 plus VAT for all commercial companies
£545 plus VAT for not-for-profit organisations

How long?

One day: 09:00–17:00


9 October 2019
etc.venues, The Hatton
51-53 Hatton Garden, London, EC1N 8HN

Your trainer

Mike Gwynn

As one of the top three non-financial motivators, 76% of employees want opportunities for career growth.


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, Haymarket


95% of attendees recommend our courses


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

Seaneen McLoughlin, RICS

We're proud to sponsor

The Association Excellence Awards 2019


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

Sales Executive, Haymarket

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