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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.
Main stages of the sales process. 1  1) commercial prospection. 2  2) Quotations. 3  3) Customer account opening. 4  4) Payment terms and credit limit set up. 5  5) Delivery and invoicing. 6  6) Friendly collection. 7  7) Litigation.