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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.
Responsible for the development and implementation of a professional services and management consulting sales recruiting program for 40 U.S locations of this Fortune 500 computer distributor and professional services company. Developed and implemented a consistent and effective sales interview process company wide.