Training on B2B Sales Call Mastery: Telemarketing, Objection Handling & Closing
B2B sales training for beginners focused on telemarketing, objection handling, and closing deals over the phone.
Next intake
20 Jul 2026 · Nakuru
Duration
5 days
Live instruction
Delivery
Physical + Virtual
Cohort based
Level
Foundation
Working professionals
Certification
NITA reimbursable
For Kenyan cohorts
Language
English
All materials
About this programme
Success in B2B sales depends on the ability to engage prospects, handle objections confidently, and close deals effectively especially over the phone. This course equips participants with practical, results-driven skills to master telemarketing, overcome customer resistance, and convert leads into sales.
Through hands-on exercises, real-life scenarios, and guided coaching, participants will learn how to structure impactful sales calls, build trust quickly, respond to objections professionally, and close deals with confidence helping them consistently achieve and exceed sales targets.
Duration
5 Days
Who Should Attend
- Junior sales professionals in B2B environments
- Industrial and manufacturing sales representatives
- Business development executives
- Sales officers handling cold calling and telemarketing
- Anyone looking to improve closing and objection handling skills
What you'll walk away with
By the end of the course, participants will be able to:
- Conduct effective and structured B2B sales calls
- Apply proven telemarketing techniques
- Handle objections confidently and professionally
- Build rapport and influence customer decisions
- Close deals successfully over the phone
What we cover, module by module
Module 1: Foundations of B2B Sales Calls
- Understanding the B2B sales process
- Buyer behavior in industrial sales
- Structuring effective sales calls
- Building confidence and call mindset
- Practical: First-call simulations
Module 2: Telemarketing & Cold Calling Techniques
- Prospecting and lead qualification
- Crafting strong opening statements
- Voice control, tone, and persuasion
- Asking the right questions to uncover needs
- Role Play: Cold calling exercises
Module 3: Objection Handling Mastery
- Understanding customer objections
- Common B2B objections and responses
- Proven objection handling frameworks
- Turning objections into opportunities
- Practice: Handling real sales objections
Module 4: Closing Deals Over the Phone
- Recognizing buying signals
- Effective closing techniques
- Handling last-minute resistance
- Negotiation basics for sales professionals
- Simulation: Closing sales scenarios
Module 5: Sales Performance & Action Planning
- Managing sales pipeline and targets
- Follow-up strategies that convert
- Building consistency in sales activities
- Personal sales improvement plan
- Final Exercise: Full sales call from start to close
Where the change lands
Individual Impact
- Increased confidence in sales calls
- Stronger objection handling and closing skills
- Improved communication and persuasion abilities
- Better performance against sales targets
Organizational Impact
- Higher conversion rates and revenue growth
- Improved sales team effectiveness
- Stronger customer engagement
- More consistent and predictable sales pipeline
Dates and locations
Upcoming intakes
Every intake is limited to a small cohort. Booking closes when a date fills or three weeks before the start, whichever comes first.
| City | Starts | Ends | Delivery | Book |
|---|---|---|---|---|
NakuruNext | 20 Jul 2026 | 24 Jul 2026 | In-Person | Book |
Kigali | 20 Jul 2026 | 24 Jul 2026 | In-Person | Book |
Accra | 20 Jul 2026 | 24 Jul 2026 | In-Person | Book |
Kisumu | 27 Jul 2026 | 31 Jul 2026 | In-Person | Book |
Johannesburg | 27 Jul 2026 | 31 Jul 2026 | In-Person | Book |
Dakar | 27 Jul 2026 | 31 Jul 2026 | In-Person | Book |
- NakuruNext
20 Jul → 24 Jul·In-Person
Book this intake - Kigali
20 Jul → 24 Jul·In-Person
Book this intake - Accra
20 Jul → 24 Jul·In-Person
Book this intake - Kisumu
27 Jul → 31 Jul·In-Person
Book this intake - Johannesburg
27 Jul → 31 Jul·In-Person
Book this intake - Dakar
27 Jul → 31 Jul·In-Person
Book this intake
Common questions.
Still not sure? Send us a note and a facilitator will get back to you within a business day.
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Course finder
Find the right course for you
Prefer to talk it through? Send us an enquiry and a facilitator will scope a fit within a business day.
For corporate teams
Training 10+ professionals?
We deliver Training on B2B Sales Call Mastery: Telemarketing, Objection Handling & Closing in-house at your offices, at a venue we arrange, or fully virtual. Customise the curriculum against your KPIs, and get a bespoke price for the cohort size you need.