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How to Sell While in Neutral: The Discipline That Keeps Sales Conversations Alive

In this episode of The Sales Pulse Podcast, Marla Koupal explores one of the most misunderstood and underdeveloped skills in selling: neutral.

Neutral is not a mood, personality trait, or passive stance. It is a disciplined presence that allows sellers to stay engaged without reacting too soon, assuming intent, or hijacking the buyer’s decision-making process. Most sales conversations do not collapse because the seller lacks confidence or courage. They fall apart because the seller reacts prematurely to a buyer’s words, tone, pauses, or perceived attitude.

This episode breaks down how neutrality allows sellers to understand how buyers process information, compare options, and reach clarity—without pressure, persuasion, or scripts. Marla explains why buyer pauses are often signs of thinking rather than resistance, how assumptions accelerate conversations at the wrong moment, and why rushing creates disengagement rather than momentum.

You’ll learn how neutral listening keeps conversations alive, prevents ghosting, protects relationships, and reduces buyer’s remorse. This conversation is for sales professionals, leaders, coaches, and direct sellers who want cleaner yeses, honest no's, and decisions that stick.

You are invited to have a conversation with Marla...https://successwithmarla.com

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Welcome to The Sales Pulse Podcast, where selling isn’t a performance,,,it’s a conversation. I’m Marla Koupal, your Sales Fluency Guide. After decades in sales, here’s the truth: the close isn’t where the sale happens—it’s where the buyer lands after a strong beginning. We’ll focus more on how you open the conversation and connect with how your buyer thinks so that closing never feels like a wrestling match.

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🔁 Key takeaways: buyer pacing styles, real-life sales stumbles, and how timing builds trust.
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📲 Connect: https://successwithmarla.com | https://www.facebook.com/marla.koupal | https://www.linkedin.com/in/marla-m-koupal-sales-and-ai-fluency-skills-facilitator-125372126/