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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.
BananaStock/BananaStock/Getty Images. Sales referrals are among the most valuable prospecting methods used by salespeople at small businesses to generate new leads. A sales referral takes place when an existing customer provides the name and contact information of a prospect to his sales rep.Sales reps usually ask for referrals following a successful sale and at various points during a relationship with a customer.ome customers are hesitant to provide salespeople the names and contact information of friends and acquaintances. Thus, it is up to the salesperson to ask for the referral in a way that motivates the customer to share such information.