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All open courses will be limited to a maximum of 8 delegates per workshop so that we can continue the Pivotal philosophy, namely to address the specific issues of each individual delegate wherever possible. Our courses are suitable for newly appointed staff, those with more experience but perhaps with no formal training, and those seeking fresh ideas and a challenging new format.

The learning experience is highly interactive and places strong emphasis on practical outcomes. Delegates will gain additional benefit from the experience of other participants on the course.


Contact us now to arrange a confidential discussion to find out which course is most suitable for you


Available Courses :

Professional Selling Skills Levels 1, 2 and 3

Professional Selling Skills - Level 1 - Consultative Selling Skills

This integrated programme will provide delegates with a thorough grounding in the skills and techniques required to become a professional sales executive. Level 1 comprises a 2-day course which can be taken on 2 consecutive days OR with a period of 4 weeks field implementation between the two days.

At the end of the course the participants will:

  • Be able to use the telephone effectively to make appointments
  • Know how to open, lead and control the face to face discussion
  • Be able to qualify leads effectively
  • Be able to establish the customer's requirements and purchasing criteria
  • Be able to handle all common objections and focus the customer on value, not price
  • Be able to gain commitment and advance the sale at all stages
  • Know how to manage their time and territory to optimum effect
  • Understand the importance of generating their own new business
  • Have a strategy for maintaining high standards of performance
  • Have definitive and time-bound action plans they can implement immediately in their work
  • Be eligible to receive ongoing mentoring and advice at no extra charge

Who should attend?

  • New starters recently recruited into the sales profession
  • More experienced sales executives with no formal training qualifications
  • Technical and application support staff with regular customer contact
  • Internal staff with direct customer contact

Price:    £700 + VAT

Dates:  contact Pivotal for dates

Professional Selling Skills - Level 2 - Advanced Selling Skills

This integrated programme will provide delegates with  the advanced selling skills required to manage complex sales situations, ie those involving mutliple influencers, that are typical of today's buying process. Level 2 comprises a 2-day course held on consecutive days.

At the end of the course the participants will:

  • Be able to provide accurate sales forecasts
  • Know how to manage the decision making unit involved in complex sales
  • Have a strategy for understanding and influencing the customer’s purchasing criteria
  • Know how to overcome the inertia of long sales cycles
  • Recognise the importance of selling financial solutions to higher level decision makers
  • Understand the fundamentals of negotiation in order to eliminate discounting
  • Be able to make effective use of the sales process and pipeline

Who should attend?

  • Senior level Sales Professionals who have attended Level 1 AND successfully applied the Key Learning Points
  • More experienced sales executives who can demonstrate competence at Level 1
  • Experienced Sales Professionals (including managers) who are actively seeking a fresh approach and new ideas

Price:  £850 + VAT

Dates:  contact Pivotal for dates

Professional Selling Skills - Level 3 - Strategic Account Development

This integrated programme will provide delegates with  the ability to identify and select the right key accounts to invest in. It will enable them to proactively manage the relationships within those key accounts so that your organisation becomes a strategic partner rather than just another supplier. Level 3 comprises a 2-day course held on consecutive days.

The programme focuses on:

  • Developing and implementing a regional business plan
  • Strategic account development
  • Becoming a leader of the regional team
  • Advanced level negotiations
  • Fundamentals of business finance
  • Personal development plans

Who should attend?

  • Senior level Sales Professionals who can demonstrate competence to the standard of Level 2 AND who still seek further development
  • Those deemed by their manager to be a star performer of the future
  • All Account Managers
  • Aspiring Sales Managers
  • Recently appointed Sales Managers with little formal training in strategic planning and business development

Price:    £950 + VAT

Dates:  contact Pivotal for dates

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Team Leadership and Sales Management

This challenging 2-day course will provide delegates with a thorough grounding in the skills and techniques required to become a successful Leader and Sales Manager. The employer will benefit from increased profitability, more accurate forecasting, improved team working, and satisfied customers.

At the end of the course the participants will:

  • Understand their own personal leadership style and how it affects the performance of others
  • Know how to build a team spirit based on genuine commitment to a vision for the future
  • Know how to set and use performance standards and targets
  • Be able to coach team members to higher levels of performance and self-sufficiency so that they bring you bring solutions, not problems
  • Conduct field visits that are productive for the sales person, the customer AND yourself
  • Run sales meetings that people will want to attend
  • Know how to improve the accuracy of order forecasting
  • Understand how to free up your time so that you can concentrate your efforts in the areas that will have maximum impact on results
  • Have definitive and time-bound action plans they can implement immediately in their work
  • Be eligible to receive ongoing mentoring and advice at no extra charge

Who should attend?

  • Managers recently appointed to the position
  • Experienced managers who have received no formal training or development support previously
  • Experienced managers requiring a fresh challenge and new ideas
  • Team leaders from field service and customer support departments
  • Sales Executives who have been identified as “stars” of the future

Price:   £950 + VAT

Dates:  contact Pivotal for dates

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Effective Channel Management

This 2-day course will provide delegates with a thorough understanding of how to get the results they want from their distribution network. The employer will benefit from more accurate forecasts, improved understanding of end user requirements, reduced admin errors and, ultimately, better sales results.

At the end of the course the participants will:

  • Understand how to take the risk out of appointing a new distributor
  • Be able to motivate distributors to spend their time selling your products - not someone else’s
  • Know how to obtain quality information, including more accurate order forecasts
  • Be empowered to get closer to the end user by retaining control of the selling process
  • Be able to make effective use of demonstration resources
  • Have definitive and time-bound action plans they can implement immediately in their work
  • Be eligible to receive ongoing mentoring and advice at no extra charge

Who should attend?

  • Export and Distributor Managers newly appointed to the position
  • Export and Distributor Managers with experience but without formal training qualifications
  • Managers seeking a new challenge and fresh ideas to re-motivate their existing network of distributors
  • International Marketing Managers · Product Managers with international responsibility
  • Export sales administrators

Price:  £950 + VAT

Dates:  contact Pivotal for dates

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Sales and Customer Awareness

This 2-day course will provide delegates with a thorough understanding of how to interact effectively with both customers and colleagues in order to make a positive contribution to the entire sales process. The employer will benefit from increased continuity, greater confidence among staff, satisfied customers, and more repeat business. The learning experience is highly interactive and places strong emphasis on practical outcomes. Delegates will gain additional benefit from the experience of other participants on the course

At the end of the course the participants will:

  • Understand the roles and responsibilities within the sales process
  • Know how to create customer satisfaction
  • Be able to communicate effectively
  • Understand the importance of team working to ensure a satisfactory outcome
  • Be able to make effective use of demonstration resources
  • Have definitive and time-bound action plans they can implement immediately in their work
  • Be eligible to receive ongoing mentoring and advice at no extra charge

Who should attend?

  • Product Specialists and Product Managers
  • Application and Engineering Support Specialists
  • Demonstration Specialists
  • Field Service Managers and Field Service Engineers
  • Internal Sales Administrators
  • Customer Service Managers and their teams
  • Credit Control Managers and their teams

Price:   £700 + VAT

Dates:  contact Pivotal for dates

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Selling a Service

Selling a service is different from selling a product. In many ways it is harder to demonstrate a benefit and to differentiate your offering. This 2-day programme explores why, and offers solutions as to how you should go about selling your service. It is suitable for both new employees and those with more experience. The focus is on process as well as skills in order to provide a lasting return on the training investment.

The employer will benefit from increased profitability, greater confidence amongst staff, satisfied customers, improved forecasting, and increased sales.

At the end of the course delegates will:

  • Be able to demonstrate a comprehensive understanding of the buying and selling process
  • Be able to open, lead and control the conversation
  • Know how to qualify leads effectively
  • Be able to use effective questioning in order to establish the customer's purchasing criteria
  • Be able to present their service effectively and differentiate it from the competition
  • Know how to handle common objections, and focus the customer on value, not price
  • Gain commitment
  • Understand how to create an effective proposal
  • Have definitive and time-bound action plans
  • Be eligible to receive ongoing mentoring and support

Who should attend:

  • New starters recently recruited into the sales profession
  • Experienced sales executives with no formal training
  • Contracts managers
  • Managers and staff with direct customer contact in a service environment
  • Field Service Engineers with responsibility for selling service contracts

Price:  £700 + VAT

Dates:  contact Pivotal for dates

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Negotiation Skills

Staff from all departments will benefit from attending this course. Improving your negotiation skills is not just for sales people. Inevitably the sales process turns into a negotiation at some point. The ability to reduce discounting and maintain your selling margins is paramount in today's business environment. But so too is the ability to negotiate effective agreements with suppliers and with other departments internally. This one day programme is designed to give delegates the ability to create win / win outcomes in all situations that require an ongoing relationship.

At the end of the course delegates will:

  • Know why a win / win outcome is so desireable
  • Understand the importance of good preparation
  • Know what they can afford to trade and what to expect in return
  • Be able to affect the balance of power
  • Have practised the key skills
  • Understand the causes of deadlock and how to break out of it
  • Recognise when to walk away from a bad deal
  • Know the 10 golden rules for effective negotiation
  • Applied the learning to real life situations
  • Developed action plans they can implement immediately in their work

Who should attend:

  • All sales staff, both new and experienced
  • All internal staff that deal with customers or suppliers
  • All internal staff that have communications with other internal departments
  • Managers and team leaders

Price:  £375 + VAT

Dates:  contact Pivotal for dates

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