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Sales strategies
It is useful to aware of some sales strategies both for use and avoidance!
�erify these facts at any subsequent interview. In contracting this works both ways. For example, the agent migh� �he agent might not have too much detail about the contract and could over promise. You should ensure you ver�
Category: Articles: Contractor Sales | Fri, 09 Feb 2007

The sales process
Understanding the contractor sales process is key to successfully finding a contract.
�ding this will increases your chances of securing contracts quicker, and at the top rates. What is a 'Sales P� �cess for you already in our article How To Find A Contract . All experienced and successful contractors have�
Category: Articles: Contractor Sales | Fri, 02 Mar 2007

Objections and objection handling
Contractors need to learn how to handle objections raised by both their agents and clients.
�ions raised by both agents and clients during the contract search sales process . What Are Objections? Just�
Category: Articles: Contractor Sales | Fri, 16 Mar 2007

Features and benefits
Knowing the difference and ensuring you use them effectively will help you secure a contract.
�ic windows are good features to introduce. In the contracting world recruitment agents will try to sell the con� �ing world recruitment agents will try to sell the contract to you by first establishing which of your button�
Category: Articles: Contractor Sales | Fri, 23 Mar 2007

Open ended questions
Asking the right questions will help you gather the right facts to tailor your sales approach.
�contractors . As a contractor trying to secure a contract, asking open ended ended questions is key to your�
Category: Articles: Contractor Sales | Fri, 06 Apr 2007

What sales people don't want you to know
Avoid being led into a sale by highly skilled sales techniques.
�tors on their books to find out if they are happy contracting through the agency. Frequency of Sales It is impo� �If you appear far too keen and excited about the contract then you are unlikely to get the best deal possib�
Category: Articles: Contractor Sales | Fri, 13 Apr 2007

Contract renewals: when the agent calls
To get a rate rise at renewal time strengthening your bargaining position is key. Here we provide some example contractor/agent telephone conversations that do just that.
�When it comes to renewing your contract, the success of your negotiations will depend on�
Category: Articles: Contractor Sales | Tue, 12 Jun 2007

Contractors who understand "contract rate poker" can improve renewal negotiation
When it’s time to renew your contract, understanding your agency process and pressure points can strengthen your contracting negotiation position.
�tor recruitment agencies, make their money on new contracts. So, for the most part, it’s a numbers game for a� �d experience. But when seeking a rate increase at contract-renewal time, negotiating skills nearly always ma�
Category: Articles: Contractor Sales | Mon, 02 Aug 2010

How contractors can avoid having their rates cut by clients
Contractors have a number of options to avoid having their rates cut by clients determined to cut costs. They could even negotiate a rate increase!
�pportunity to negotiate higher rates . Of course, contracting rates do fluctuate according to market conditions� �he level of interest and line up some alternative contracts. Then, if calling the client’s bluff does not wor� �or even accepting a pay cut, a reasonably paying contract is better than no contract at all. But contractor�
Category: Articles: Contractor Sales | Thu, 01 Dec 2011

Avoiding rate cuts by clients: anti-rate reduction letter template for contractors
Contractors facing rate reductions imposed by clients don’t have to accept them. A carefully worded, reasoned response can often cancel the rate cut.
�mpletion over the next few months as we have been contracted to do. Over the last [3/6/12 months] we made cons� �y. As an alternative, you could consider reducing contracting staffing levels by X%, thus retaining the most hi� �eived no performance related complaints during my contract. If you try to terminate me early, based on non-p�
Category: Articles: Contractor Sales | Wed, 07 Dec 2011