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Sales conversations are not production or get it done projects.

In this episode of The Sales Pulse Podcast, I’m Marla Koupal, the Sales Conversation Architect, and we’re talking about why the “get it done” attitude quietly wrecks sales—especially for good-hearted sellers who genuinely care.

I call it the production mindset: the moment the seller starts trying to complete the conversation instead of staying with the buyer’s thinking.

Here’s what changes when “done” becomes the goal:

• The seller starts steering with directive questions… and the buyer stops thinking out loud.
• The buyer says, “I need to think about it”… and the seller hears, “I’m losing.”
• The buyer feels managed… and retreats (often politely… then disappears).

We’ll walk through what better selling sounds like, how to protect the buyer’s “thinking space,” and the simplest shift you can make today:

Stop asking questions designed to advance your process.
Start asking questions that advance the buyer’s clarity.

You’ll also hear my favorite follow-up question that keeps things moving—without being pushy, weird, or chase-y.

Subscribe on YouTube, Apple, or Spotify—and share this with someone who’s selling with a good heart… but a “done” mindset.

#TheSalesPulsePodcast #MarlaKoupal #SalesConversationArchitect #Seth Godin #SalesConversations #SalesFluency #BuyingSpace #SoftSelling #ConsultativeSelling #OpenEndedQuestions #EmotionalIntelligence #FollowUp #EntrepreneurSales #DirectSelling #CoachingBusiness

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/