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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.
Consultation is a collaborative process involving two peer or collegial. professionals in a non-hierarchical relationship. The consultant has no admin-. istrative or supervisory responsibility for the consultee's work, and the dynamic. or variable of power should be absent in the consultant-consultee relationship.