If you use sales techniques with your clients, you are well aware that these techniques work wonderfully with some clients, and less well or not at all with others.
Sales techniques offer a clear, structured, and logical approach. Many professional buyers appreciate this professional approach. But these methods can be counter-productive with other buyers.
If a sales person is able to identify which coloured glasses the potential buyer is wearing and understand the sales dynamic that he or she prefers, the sale is much more likely to be successful.