Consultative and Digital Selling Masterclass

Why attend

This sales course goes far beyond the transfer of information by enhancing core competencies in both functional and interpersonal areas. The main purpose of this course is to drive significant improvement in salesforce performance by addressing the selling skills, communication practices, and ability to adapt different selling styles to meet customers’ requirements and to master digital selling best practices to generate leads and increase conversion rates. The course also focuses on empowering salespeople to progress from transaction-focused selling to true consultative selling which will transform the sales relationship into a collaboration-focused business partnership that produces dramatic, long-term and measurable sales results.

Course Methodology

The course employs a variety of exercises, case studies, concepts, related videos, and hands-on digital marketing practices to enhance learning. Participants will be working in groups in order to find practical recommendations and solutions to different selling scenarios and find the most suitable and applicable practices for their individual cases.

Course Objectives

By the end of the course, participants will be able to:

  • Identify the changing strategic and operational demands on the sales function and enhance the required knowledge and skills
  • Master the process of consultative selling to managing the customer buying process based on the understanding of the different selling modes
  • Devise sales plans and use various forecasting models to better handle internal and external customers’ expectations
  • Develop marketing initiatives to attract and retain the best buyers
  • Use digital selling to generate leads, increase conversion rates, and embrace the technology needed to grow and engage accounts

Target Audience

Sales reps, sales supervisors/managers, and account managers who would like to master tactics, selling modes, and embrace futuristic sales practices using digital initiatives that are the foundation of successful modern selling. The course is also beneficial for people who are involved in commercial activities at all levels of the organization.

Target Competencies

  • Consultative selling
  • Sales planning
  • Negotiation
  • Digital selling
  • Marketing initiatives
  • Communication skills


South Africa

Training Dates:

Each course starts every Monday of each week. Please book your training on a date that is a Monday.

Course Duration:

Unit Standard:

NQF Level:

Number of Credits:

Course Fees

Note: Please fill in the online application form on the left or bottom if this page to receive a quotation with detailed pricing from AATICD.

How to Apply:

To Apply Simply Fill in the Online Enquiries / Applications form on the Right Sidebar or Bottom of this website


When filling the online application form; please take note of your desired Training Month, Duration in Weeks and Training Session. This will give us the exact dates you will be attending your classes.

Also note that Tuition Fees must be paid upfront on or before training start date. This is to ensure that all resources are made availabe for you before you start. You will not be allowed into training if fees are not paid and verified.

Also note that Tuition Fees Cancellations must be made 14 business working days before the starting date of training. This will allow us to do a 50% refund of the total amount paid. If cancellations are made thereafter note that no refund will be made to delegates.

Tuition Fees include teas and lunch as well as either a laptop or tablet which a delegate will take home free of charge.

Tuition Fee DOES NOT include Accommodation, Dinners and other Extra Curricular Activities or Incidentals. Delegates are expected to fund this on their own. AATICD will not be held accountable for any incidents to delegates.

In-House Trainings are also available for 3 or more delegates for any duration. Please consult with our Administration for such In-House training bookings.

Course Outline

  • Selling in the new millennium
    • The new selling landscape
    • Evolution of personal selling
    • The new sales competencies
    • Future trends in selling
    • The personal selling profile
  • Consultative selling: process and modes
    • Product-selling versus consultative selling
    • Mastering the consultative selling process:
      • Rapport
      • Needs analysis
      • Solution
      • Propose
      • Close
      • Service
    • Different consultative selling modes:
      • Value-based selling
      • SPIN® selling
    • Cross-selling and up-selling techniques
  • Sales planning and forecasting
    • The importance of setting a sales plan
    • The components of a sales plan
    • Sales forecasting guiding principles
    • The importance of qualitative and quantitative data
    • Sales forecasting techniques:
      • The extreme points method
      • The least-square method
      • Computing the seasonality index
  • Breakthrough sales negotiation
    • Negotiation versus persuasion
    • The critical rules of negotiation
    • Preparing the ‘negotiation envelope’
    • Concession management
    • Negotiation tactics
  • Marketing initiatives for salespeople
    • The difference between sales and marketing
    • Push versus pull strategies
    • The role of marketing in supporting sales
    • The seven ‘musts’ of marketing
    • Marketing tips for getting the best buyers
    • How to deal with buyer behavior styles
  • Digital selling strategies: lead generation and campaigning
    • Facebook for business
      • Capturing leads and driving traffic
      • Converting leads to sales
      • Customizing your page to engage with clients and prospects
      • Facebook advertising campaigns
    • LinkedIn for business
      • 21 LinkedIn tips for professional networking, business, and marketing
      • LinkedIn etiquette
      • Finding leads and prospects and connecting with them
      • LinkedIn advertising – using LinkedIn ads to generate leads and sales
      • LinkedIn tools to promote yourself and your business