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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.
Meetings are broadly of three types: (i) Informative, where the purpose is to give information to the participants about a new scheme, product, etc. ADVERTISEMENTS: (ii) Consultative, in which the members are consulted to solve a problem. (iii) Executive, in which decisions are taken by those empowered to do so.