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Contractor Sales Guide


Guide to Professional Sales

Sales for contractors
A guide to learning sales techniques for contractors in the UK contracting industry.

What is sales?
An explanation of the sales profession for contractors.

Understanding recruitment agencies and consultants
Understanding how agencies work will help you to find contracts more effectively.

Negotiation for contractors
Learning how to negotiate well will ensure you secure interviews and contracts at the top rates.

Sales strategies
It is useful to aware of some sales strategies both for use and avoidance!

Good presentation will ensure you always make a great impression.

In your career you will need to present. Learn how to do it well.

The sales process
Understanding the contractor sales process is key to successfully finding a contract.

Sales closing: the theory and practices
Learning the basic sales closes will help you in your contract search process.

Objections and objection handling
Contractors need to learn how to handle objections raised by both their agents and clients.

Features and benefits
Knowing the difference and ensuring you use them effectively will help you secure a contract.

Body language and image
Everyone is judged by the image they project. Get yours right.

Open ended questions
Asking the right questions will help you gather the right facts to tailor your sales approach.

What sales people don't want you to know
Avoid being led into a sale by highly skilled sales techniques.

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.

Importance of Sales

Successful contracting – the importance of a professional sales approach
Advice and guidance on using a professional sales approach during your contracting career.

Negotiating Contract Renewals

Preparing and negotiating a contract renewal - get that pay rise now!
Factors to consider and strategies for maximising your contract rate when your contract is due for renewal. Learn the easy techniques, and earn more!

Is it possible to negotiate a rise when there are 'no rises'?
Want to raise your rate with an existing client? Is the client and agent pushing back? Here's how to negotiate properly and with a strength.

How can I renegotiate a smaller agency margin?
Getting a higher rate by reducing a very high agency margin.

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.

15 tips when renewing your contract
Your current contract is due to finish raising the prospect of a renewal: Do you and the client wish to continue? And if so how can you negotiate effectively to maximise your financial position?

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!

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.

Negotiating Initial Contract Rates

How to negotiate your initial rate with agencies to maximise your contractor earnings
Tips on how to maximise your rate when securing an initial contract.

Negotiating your contract for IR35 compliance
If you have been offered a contract which is caught, or are in a contract that is caught you’ll need to consider negotiating changes to get it outside. We explain how.

How to negotiate the highest rate you can - never say your lowest rate. Read why.
Don't under sell yourself to agents! Read this guide to learn how to guarantee you negotiate yourself the best rate for any contract.

Accepting and signing a contract offer
After receiving a contract offer there are a few more aspects to consider before starting your first day.

Working with Recruitement Agencies

The reason agents don’t want to pay contractors market rate
Reasons why your agent would rather lower your rate than increase it.

Dealing with agents and building relationships
Understanding how to deal with agents will maximise your contracting career.

Advantages of using agents to secure contracts
Explains the advantages of using agents to find contract positions.

Should contractors use agents to find contracts?
Examines the financial issues and practicalities when deciding whether to use agents to find contracts or go it alone.

Can I apply for different contracts with the same agent?
Should you target your CV differently for different roles advertised by the same agent?

Are agencies legally bound to reveal contract margins?
When negotiating rates, it is useful to know the margin the agency is charging. But do they have to tell you?

When your CV is used without your permission
You have a right to keep control of your CV. And you can do something about it when agents don't respect this right.