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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.
Sales consultant turnover is a complicated issue. For example, in about a quarter of the cases, dealers count multiple efforts to fill the same vacated slot. There are wide gaps in turnover at luxury brands vs. mass-market brands. Still, turnover is disruptive and costly for dealerships.