SPASigma Featured in The Distributor Channel article “The Customer Lunch”

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SPASigma was highlighted in a recent The Distributor Channel article, “The Customer Lunch”, which discusses the power of sharing a meal during price negotiations.

Excerpts of the article follow.

“Over the years I had the strong opinion that lunches furthered my cause.”

Over the years I had the strong opinion that lunches furthered my cause. I encouraged others to use the idea.

Lately, I have run into a whole new school of distributor salespeople who don’t share this habit. Whether because they want the time to respond to personal emails, catch up on Facebook or, to use the words of one young sell, “just chill.” They don’t engage in the practice. I had a difficult time arguing with them. It was basically one man’s opinion versus another’s — at least until now.

“At a recent SPASigma negotiation seminar, negotiation expert Tony Perzow shared a bit of negotiation research”

At a recent SPASigma negotiation seminar, negotiation expert Tony Perzow shared a bit of negotiation research with me. According to scientific research done by Lakshmi Balachandra, Professor of Entrepreneurship at Babson College, those who negotiate over food are markedly more successful than those who do not.

The figures state:
“Individuals who negotiate in restaurants created 12 percent greater profits and those who negotiated over food in conference rooms created 11 percent greater profits.”

“While selling is not pure negotiations, there is a strong component of negotiations in every sale”

While selling is not pure negotiations, there is a strong component of negotiations in every sale. Further, negotiations are present in many aspects of setting price levels, determining method of delivery and laying out expected service levels. I believe the two overlap.

Click here to read the complete article.

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