Consultative and Digital Selling Masterclass Training

Learning Outcomes

• Apply consultative selling principles to diagnose client needs and propose tailored solutions.
• Analyze customer buying behaviour and decision-making processes to align sales strategies.
• Evaluate digital selling tools and platforms (e.g., CRM, social selling, video conferencing) for optimal client engagement.
• Design a consultative sales conversation framework that integrates digital touchpoints.
• Demonstrate effective virtual presentation and negotiation skills to close deals remotely.
• Implement a personal digital selling plan to build pipeline and measure performance.

Target Audience

Sales representatives, account managers, business development executives, and entrepreneurs who want to transition from transactional to consultative selling and harness digital platforms for sales success.

Prerequisites

None — open enrollment. Basic familiarity with digital tools (email, internet) is helpful but not required.

Course Outline

Practicals

Overview

Practical sessions provide learners with hands-on experience in applying consultative selling techniques and digital tools. Through role-plays, CRM exercises, and video selling simulations, learners demonstrate competency in real-world scenarios.

Practical Activities

• Consultative Discovery Role-Play — Learners pair up to conduct a mock discovery call using the SPIN framework, with feedback from peers and the facilitator. (4h)
• CRM Data Analysis & Outreach — Using a simulated CRM dataset, learners segment leads, identify buying signals, and draft personalised email sequences. (4h)
• Social Selling Profile Optimisation — Learners optimise a sample LinkedIn profile and craft a social selling message to a target prospect. (3h)
• Video Sales Pitch Recording — Learners record a 2-minute video pitch addressing a prospect's specific need, then review and self-assess. (3h)
• Integration Simulation: End-to-End Sale — Teams manage a simulated sales cycle from prospecting to close, using digital tools and consultative techniques. (2h)

Summatives

Each delegate is assessed continuously throughout the course via daily exercises, scored practical assignments, and a final summative test at the end.

Practical Assignments — 30%

Practical assignments are observed and scored against a rubric during the practical sessions. Each delegate's practical mark is averaged into a single 100% score and contributes 30% to the final total.

Daily Exercises — 20%

Every training day ends with a multiple-choice exercise scored out of 100%. The scores from each daily exercise are averaged across the duration of the course to produce a Daily Average mark, which contributes 20% to the final total.

Final Test — 50%

On the last day a final summative test is written. It is a multiple-choice paper with multiple-answer questions: each question may have more than one correct option, and a single wrong selection on a question marks the entire question wrong — no partial credit. The final test is scored out of 100% and contributes 50% to the overall mark.

Final Total

Component	Out of	Weight
Practical Assignments (rubric-scored)	100%	30%
Daily Average (multiple choice)	100%	20%
Final Test (multi-answer multiple choice)	100%	50%
Final Total	—	100%

All marks are recorded on the AATICD LMS and visible to each learner under their account.

Certificate

How it works

• Certificates are auto-generated on the AATICD LMS as soon as the marks pass the 50% threshold.
• Each certificate is a branded PDF with the delegate's name, the course title, the unit standard ID, NQF level, credits, and the date of issue.
• You can download or print your certificate from your LMS dashboard at any time after issue — there's no reissue fee and no expiry date.
• If you scored under 50% you can sit the final test again at the next scheduled session at no extra cost.

Where to find it

Sign in to the LMS, open your dashboard, and your certificates appear under My Certificates. Each entry has a View / Download button and a print option.

Training Discounts

Group discounts apply automatically — the more delegates you enrol, the greater the saving. Discounts are calculated at 3% per 5 delegates, scaling up to 40% off for 100+ delegates.

Delegates	Discount
5	3% off
10	6% off
15	9% off
20	12% off
25	15% off
30	18% off
50	30% off
75	35% off
100	40% off

3% discount per 5 delegates, up to 40% off for 100+ delegates. Contact us for a custom group quote.