Consultative and Digital Selling Masterclass Training

Learning Outcomes

• Apply consultative selling frameworks to diagnose client needs and propose tailored solutions.
• Analyze customer data and digital behavior to identify sales opportunities and personalize interactions.
• Evaluate the effectiveness of digital selling tools and platforms for lead generation and conversion.
• Design a multi-channel sales approach that integrates social selling, email outreach, and virtual presentations.
• Implement strategies to build long-term client relationships and drive repeat business.
• Demonstrate proficiency in using CRM systems and analytics to track sales performance and optimize processes.

Target Audience

Sales professionals, business development managers, and customer relationship executives seeking to transition from transactional to consultative selling and integrate digital channels into their sales process.

Prerequisites

None — open enrollment

Course Outline

Practicals

Overview

Practical sessions provide hands-on experience in applying consultative selling techniques using digital tools. Learners engage in role-plays, digital presentations, and simulated sales cycles to build confidence and competence.

Practical Activities

• Consultative Role-Play Practice — Learners pair up to practice consultative questioning and listening skills in a simulated sales scenario, using a provided customer profile. (4h)
• Digital Sales Channel Simulation — Using a simulated CRM and social media platform, learners create a multi-channel outreach sequence and track responses. (4h)
• Digital Presentation and Closing Simulation — Learners deliver a 10-minute digital sales presentation via video conference and practice closing techniques with feedback. (4h)
• Integrated Sales Cycle Simulation — Teams complete a full sales cycle from prospecting to closing using digital tools, with peer and facilitator evaluation. (4h)

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.