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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.
The typical sales process in the simplest terms goes something like this: 1  Do target audience research. 2  Create awareness and generate leads. 3  Make contact, arrange a meeting, and/or conduct a presentation. 4  Submit a proposal and win the business. 5  Repeat.