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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.
Research and planning are generally functional skills. Sales representatives need to research prospects prior to initial contact. A business-to-business seller, for instance, should spend time on a company's website and become familiar with its buying processes and needs before attempting to reach the decision-maker.