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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

Use trial closes at interviews to help secure the contract
Contractors can use trial closing sales techniques to help identify where they are in the sales process and when they should ask for the contract.
�ractor Dave Chaplin, a veteran of many successful contract wins. Now CEO of Contractor Calculator, Chaplin e�
Category: Articles: Contractor Sales | Thu, 14 Aug 2014

Successful contracting – the importance of a professional sales approach
Advice and guidance on using a professional sales approach during your contracting career.
�A career move to go Contracting in the UK can be extremely rewarding. Contractors� �f the rewards is to minimise the downtime between contracts and be in work when you want to be in work, not w� �tracts are the ones who know best about finding a contract , and not necessarily the ones who are best candi�
Category: Articles: Contractor Sales | Thu, 19 Oct 2017

Understanding recruitment agencies and consultants
Understanding how agencies work will help you to find contracts more effectively.
�o are aiming to make a margin on the work you are contracted to do. Whatever you are paid, the agencies are ap� �s, some contractors attempt to also further their contracting career by being colourful with the truth regardin� �advantages to using recruitment agencies to find contracts , and most UK contractors will use agents to find� �gaining additional real world experience during a contract is possible on occasions, some contractors attemp�
Category: Articles: Contractor Sales | Wed, 11 Apr 2018

Negotiation for contractors
Learning how to negotiate well will ensure you secure interviews and contracts at the top rates.
�nd again when you need to prepare and negotiate a contract renewal . So what is negotiating? What is negotia�
Category: Articles: Contractor Sales | Thu, 10 May 2018