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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.
Some sales qualities that we're seeking include: 1  Customer focused, relationship oriented, and consultative selling. 2  Ability to quickly pinpoint customer problems, and then develop solutions. 3  Excellent prospecting, presentation, networking, and building referral partnerships.  Embody Ironwoodâs mission and values.