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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.
Trends show that weâve entered into an age of buyer empowerment. Our prospects now have the ability to research offerings and make decisions independent of communication with sales reps. Some reports state that the average buyer is nearly 70% through the sales process before they contact a rep.