Dan Smaida

After nearly three decades working with wholesalers, you start to notice what actually changes the tone of a meeting.

. Then the follow-up never materializes. It’s not a prospecting issue. It’s what happens inside the meeting.

Most wholesalers assume they need a stronger pitch or better materials. In reality, they’re often losing the second meeting because of the pitch.

WHEN you offer advice matters more than who you are, why you’re offering it, how you frame it, or even how good the advice is.

It’s because the timing is off. In consultative selling, WHEN you offer advice matters just as much as WHAT you offer. Possibly more.

Which is understandable, because for most of their careers, personalization has been something sellers equated with effort.

You and the buyer have had good conversation. A few twists and turns. Maybe even a pothole or two you didn’t see coming until you hit them.

Now we’re in the next phase. Prompting is the skill. Because it changes how fast sellers go.

Most sellers still cling to this habit. They stare at a blank screen. They try to write the perfect first sentence. Backspace.

When you say let’s lock something in, the buyer hears a door closing. Humans, buyers especially get real jumpy around closing doors.

They’re responding to your energy calibration, and ambiverts calibrate faster, cleaner with fewer misfires than anyone else.

Understanding why consultative method matters provides insight into delivering consistent, defensible advice that clients can trust.