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Selling Professional and Consulting Services

Selling advice and expertise is harder than selling a product because the buyer cannot see or test the service before committing. This programme helps professionals in law, accounting, consulting, engineering and agencies win work by building trust, scoping engagements and pricing their expertise. It respects the reality that many technical experts dislike selling and want a comfortable, credible approach.

Ready to book? Secure your place on this programme.

Register for this course

What you will be able to do

  • Position professional expertise around client problems rather than credentials.
  • Build trust and credibility with prospective clients early in the relationship.
  • Scope engagements clearly to avoid mismatched expectations.
  • Price professional services using value based rather than time only thinking.
  • Write proposals that make the decision easy for the client.
  • Turn completed work into referrals and repeat engagements.

Course outline

  1. 01The challenge of selling the intangible
  2. 02Positioning expertise around client problems
  3. 03Building trust and credibility
  4. 04Consultative conversations and needs discovery
  5. 05Scoping and pricing professional services
  6. 06Writing winning proposals
  7. 07Handling fees, value and objections
  8. 08Referrals and repeat engagements

Who should attend

Consultants, lawyers, accountants, engineers, agency staff and other professionals who must win and grow client work but do not see themselves as salespeople.

Dates, venues and fees

DatesVenueDaysFeeCalendarRegister
28 to 29 Oct 2026Johannesburg2R10,000Register
29 to 30 Oct 2026Cape Town2R10,000Register
2 to 3 Nov 2026Durban2R10,000Register
3 to 4 Nov 2026Pretoria2R10,000Register
4 to 5 Nov 2026Windhoek2US$1,100Register
5 to 6 Nov 2026Gaborone2US$1,100Register
9 to 10 Nov 2026Maseru2US$1,100Register
10 to 11 Nov 2026Mbabane2US$1,100Register
11 to 12 Nov 2026Lusaka2US$1,100Register
12 to 13 Nov 2026Harare2US$1,100Register
16 to 17 Nov 2026Lilongwe2US$1,100Register
17 to 18 Nov 2026Blantyre2US$1,100Register
18 to 19 Nov 2026Mozambique2US$1,100Register
19 to 20 Nov 2026Nairobi2US$1,100Register
23 to 24 Nov 2026Dar es Salaam2US$1,100Register
24 to 25 Nov 2026Kigali2US$1,100Register
25 to 26 Nov 2026Kampala2US$1,100Register
26 to 27 Nov 2026Accra2US$1,100Register
30 Nov to 1 Dec 2026Lagos2US$1,100Register
1 to 2 Dec 2026Cairo2US$1,100Register
2 to 3 Dec 2026Mauritius2US$1,100Register
3 to 4 Dec 2026Dubai2US$1,100Register
7 to 8 Dec 2026Online2US$900Register

Fees are per delegate. South African venues are priced in rand; other locations and online in US dollars. Fees exclude 15% VAT where applicable. Group bookings of three or more delegates from the same organisation qualify for a reduced rate; contact us for a quotation.

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