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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.
Sales processes are simply a special kind of service. They differ from other service processes in one primary respect. The value created by a sales process is determined by whether or not the recipient of the service takes the action you want them to take. For example, a landing page on a website could be considered a kind of sales process.