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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 Buyer decision process is the decision-making process used by consumers regarding market transactions before, during, and after the purchase of a good or service.More generally, decision-making is the cognitive process of selecting a course of action from multiple alternatives.he Buyer decision process is the decision-making process used by consumers regarding market transactions before, during, and after the purchase of a good or service.