The essence of consultative sales: understanding customers is a sales method pioneered by IBM in 1976. By using R to represent different types of customers and S to represent different sales styles, w

The essence of consultative sales: understanding customers is a sales method pioneered by IBM in 1976. By using R to represent different types of customers and S to represent different sales styles, we correspond the four sales styles to the four types of customers, and then get the following quadrant correspondence diagram. Among them: high tradition, low consultant are collectively referred to as S1: for incitement, agitation, and pressure selling. High tradition and high consultants are collectively referred to as S2: for persuasion, persuasion, and seductive selling. Low traditional, low consultants are collectively called S3: selling for engagement, understanding, support, and answers. Low traditional, high consultant collectively known as S4: Sales for maintenance, communication, contact, customer relations.