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The consultative selling process is leading the prospect to a vehicle that fits. The fit means finding out exactly what it is the prospect wants changed or corrected. Specifically, what need or needs exist.he consultative selling process is leading the prospect to a vehicle that fits. The fit means finding out exactly what it is the prospect wants changed or corrected. Specifically, what need or needs exist.
Need Recognition and Problem-Solving. Just as need recognition is the first step in the consumer decision-making process, it's also a critical early step in the consultative selling process. Often, prospects approach businesses and salespeople without a full understanding of their need or how to fill it.eed Recognition and Problem-Solving. Just as need recognition is the first step in the consumer decision-making process, it's also a critical early step in the consultative selling process. Often, prospects approach businesses and salespeople without a full understanding of their need or how to fill it.