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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.
We have analyzed many sales processes across a number of industries, and have found that on average companies will limit their sales process to five steps with stages that can look as follow: 1  Initial contact. 2  Qualification. 3  Meeting. 4  Proposal. 5  Close.