Outbound Sales Essentials Training Course
$278 per person ex GST (Discounts Available)
Delivered via 1 x 3-Hour Online Session
Build confidence, structure, and consistency with the Outbound Sales Essentials Training Course — a practical, expert-led program designed to help participants succeed in outbound calls, cold calling, appointment setting, and lead conversion.
Cold calling is still one of the fastest ways to create a sales pipeline — but only when it’s done with the right mindset, call structure, and conversation skills. This course gives participants a repeatable framework they can apply immediately, without sounding scripted or robotic.
By the end of the course, participants will be able to open confidently, create rapport quickly, ask smarter discovery questions, handle objections calmly, and close for a clear next step — whether that’s a sale, an appointment, or a qualified follow-up.
- ✔ Ideal for individuals and teams making outbound sales calls
- ✔ Delivered live online in a short, interactive session
- ✔ A repeatable call structure you can apply immediately
Why Outbound Sales Training Matters
Outbound sales is simple in theory — call people, start conversations, create interest, move the deal forward. In reality, it’s one of the hardest disciplines in customer operations.
Fear of rejection, low connection rates, gatekeepers, buyer scepticism, and shifting buyer behaviour can quickly crush confidence — and without a structure, even strong communicators end up sounding uncertain, inconsistent, or overly “salesy”.
The Outbound Sales Essentials Training Course fixes that by giving participants a clear, repeatable framework: how to introduce well, transition smoothly into discovery, identify what matters (hot buttons), present benefits with relevance, handle objections without pressure, and close for a clear next step.
This isn’t a script-writing session. It’s a practical, skills-based course designed to make outbound calling calmer, more professional, and more effective — with language and behaviours that improve outcomes without damaging trust.
Who Is This Course Suitable For?
The Outbound Sales Essentials Training Course is designed for anyone who needs to create opportunities through outbound calls — whether you’re cold calling, booking appointments, following up leads, reactivating customers, or converting enquiries into sales.
It suits both new and experienced callers who want a stronger call structure, more confident language, and a more consistent way to manage discovery, objections, and closes.
The focus is on confidence, structure, and conversation skill — not scripts.
Delivered live and online by an experienced outbound sales coach, the course combines proven techniques with realistic practice so participants leave ready to perform on real calls immediately.
Typical roles that benefit from the Outbound Sales Essentials Training Course include:
- Outbound Sales Representatives: Anyone responsible for creating pipeline and converting prospects.
- Appointment Setters / SDRs / BDRs: Team members booking meetings and qualifying leads.
- Contact Centre Sales Agents: Sales-focused agents working lists, leads, or campaigns.
- Account Managers: Staff doing outbound retention, renewal, upsell or cross-sell calls.
- Fundraising / Donor Teams: Outbound calling to secure pledges, support or recurring donations.
- Lead Follow-Up Teams: Converting inbound enquiries through prompt outbound contact.
- Customer Reactivation Teams: Win-back calls, lapsed customer outreach and re-engagement.
- Small Business Owners: Owners who need a simple, repeatable way to generate sales conversations.
- Team Leaders & Supervisors: Leaders responsible for coaching outbound performance and call quality.
- Any Role Requiring Cold Calling: Anyone who needs to confidently start sales conversations from scratch.
Flexible Online Delivery – Practical, Interactive and Easy to Join
The Outbound Sales Essentials Training Course runs live online in a focused 3-hour interactive session, allowing participants to join from anywhere — home, office, or multiple sites — without losing full days of productivity.
The session is fully interactive with realistic call scenarios, group activities, coached practice, and techniques participants can apply immediately to improve outbound conversations and conversion rates.
- ✔️ Join from anywhere: simple access via Zoom or Teams, no travel required
- ✔️ Engaging format: live coaching, practice, and realistic call situations
- ✔️ Immediate impact: practical techniques participants can apply straight away
Prefer in-person training? This course is also available onsite for private groups — see Public or Private Options for details.
Course Modules
The public version of the Outbound Sales Essentials Training Course is a focused 3-hour interactive session, designed to give participants practical outbound sales techniques they can apply immediately.
For added flexibility, the course can also be delivered privately, with dates, times and duration tailored to your business needs. Sessions can be scheduled around operational requirements, and content can be customised to your products, audience, and outbound sales challenges.
What You’ll Cover in This 3-Hour Session
This course builds the core skills required to make outbound calls confidently and consistently — from mindset and buyer psychology through to discovery, objection handling, and closing. The focus is a repeatable call structure that improves conversion without sounding scripted.
1. Why Cold Calling Feels Hard (and How to Fix It)
Break down the real reasons outbound calls fail — fear of rejection, low connect rates, decision-maker access, and buyer scepticism — and how to reset confidence fast.
2. Anatomy of a Buyer
Understand buyer resistance, trust vs distrust, and what buyers are actually looking for — value, relevance, and a reason to engage right now.
3. Self-Motivation & Mind Conditioning
Learn simple self-motivators and pre-call conditioning techniques that help participants make the first call, recover quickly, and keep energy high throughout a session.
4. The Repeatable Outbound Call Structure
Master a practical call flow: Introduction → Intent Statement → Transition to Discovery → Discovery & Drill Down → Presentation → Trial Closes → Objections → Close / Next Step.
5. Discovery That Actually Finds the “Hot Buttons”
Ask smarter questions to uncover what matters, then drill down to understand why — so your pitch is relevant and persuasive without pressure.
6. Benefit-Led Presentations (No Feature Dumping)
Keep the pitch tight and personalised — link features to the buyer’s hot buttons, focus on outcomes, and avoid giving prospects “easy objections”.
7. Trial Closes That Build Momentum
Use simple tie-down questions to create small “yes” moments throughout the call, making the final close feel like the natural next step.
8. Handling Objections
Identify real objections (not the “surface objection”), acknowledge with empathy, and respond without defensiveness — then guide the conversation back to value and next steps.
9. Closing & Next Steps
Close cleanly without over-selling: recognise buying signs, ask directly, confirm the outcome, and secure the commitment — payment, appointment, or agreed follow-up.
Looking for something more in-depth?
The Outbound Sales Foundations course runs across 2 x 3-hour sessions and goes significantly deeper — covering mindset, buyer psychology, gatekeepers, discovery, objection handling and closing in full.
View the Foundations Course →About Your Trainer
The Outbound Sales Essentials Training Course is designed and facilitated by Marc Carriere, a highly experienced outbound sales coach with over 35 years of global experience in lead generation, telesales and appointment setting.
Marc has delivered call centre consulting, training and coaching across a wide variety of B2B and B2C organisations in Australia, Canada, Fiji, México, The Bahamas, the United Kingdom, and the United States.
With experience managing high-performing teams (including multiple Silver and Gold ‘Ardy’ Awards), mentoring call centre managers and team leaders, and owning a call centre himself, Marc understands the real-world pressures of hitting targets and KPIs — and how to build a repeatable structure that lifts performance fast.
Learn more about Marc’s background and approach on his trainer profile: Marc Carriere.
Private Training Options – Tailored for Your Business
The Outbound Sales Essentials Training Course provides structured, high-impact training for outbound calling — helping your people create pipeline, lift conversion, and build confidence on every call.
While our public courses are highly effective, some organisations prefer private training for a more tailored and commercially-aligned learning experience.
A private course allows you to:
- ✔ Schedule training at a time that suits your operations.
- ✔ Keep training exclusive to your team for confidentiality and focus.
- ✔ Customise content to your products, buyer types, objections and sales process.
- ✔ Train your team together for maximum consistency and coaching impact.
Onsite delivery is also available for face-to-face sessions (minimum numbers and travel costs apply).
📮 Contact us today to discuss pricing and availability for private training.
| Feature | Public Course | Private Course |
|---|---|---|
| Who Attends | Open to all companies and individuals | Your team only |
| Learning Environment | Gain perspectives from peers across industries | Tailored discussions and examples aligned to your sales environment |
| Dates & Times | Fixed schedule for easy planning | Flexible timing to suit operations |
| Content | Structured curriculum covering proven outbound techniques | Customised to your products, buyers, objections and sales process |
| Delivery Method | Live online (1 × 3-hour session) | Live online or onsite (3-hour session or customised format) |
| Cost | $278 per person ex GST | Quoted per session – cost-effective for larger teams |
| Best For | Individuals or small groups wanting a proven framework | Organisations wanting targeted improvement and consistent coaching |
| Minimum Numbers | No minimum – book 1 or more | Minimum of 4 participants |
| View Upcoming Public Courses > | Learn More About Private Training > |
Not sure which option is best? Contact us and we’ll help you choose the right fit.
Looking for a More Flexible & Affordable Option?
Live training delivers the fastest skill development, but we also offer a range of Self-Paced Online Courses that provide flexibility when time, budget, or scheduling are tight.
- Short, engaging video lessons you can complete anytime
- Workbooks, quizzes, and certificates of completion
- Courses covering sales fundamentals, communication, objection handling, and customer experience
- Part of a growing library of 300+ on-demand programs
- Accessible anywhere, on any device
Pricing and Payment Options
The Outbound Sales Essentials Training Course is delivered live online in a focused 3-hour session, giving participants practical techniques they can apply immediately.
You can book a single seat or enrol multiple employees. Choose your preferred date in the Upcoming Dates section and complete your booking online.
💳 Both credit card and invoice payment options are available.
Seats are limited and fill quickly. We recommend booking early to secure your place.
Purchase a Ticket to a Public Outbound Sales Essentials Course
All publicly available course dates are listed below. Click your preferred session to purchase tickets instantly.
💳 Secure checkout is available via credit card, or you can request an invoice during the booking process.
Got questions about this course?
Want to train your whole team or explore a customised option?
Speak with us on +61 3 9008 7287 (Mon–Fri, 8:30am–5:30pm Melbourne) or send us a message.