Editor's note: This is Part 3 of a four-part series. Read Part 1 and Part 2. You have converted a global client lead into a client. What buying signs should you watch for and what do you need to know in terms of doing the best job for them throughout the negotiation process? Negotiation can be particularly difficult when you work with global buyers. This can be especially challenging when your clients are not fluent in a language that you speak. A good place to begin is with some general factors that apply to almost all global clients. 1. Ask about their preferences, not their pocketbook American agents typically ask American clients how much they want to spend. This question is taboo (as is the discussion of money matters) in most places in the world. A better approach is email ...
Jan 27, 2014 by Bernice Ross
Jan 20, 2014 by Bernice Ross