The Sales Pulse with Marla M. Koupal
In a noisy world of scripts, funnels, and persuasion tactics, one sales coach invites you to slow down, tune in, and sell with clarity.
Marla M. Koupal, The Sales Conversation Architect™, is a 50-year sales veteran who curates Selling Common Sense and teaches the 4 C’s of Sales Success—Competence, Confidence, Consistency, and yes, Common Sense. She helps purpose-driven entrepreneurs drop the gimmicks and revive the lost art of conversation…where calm presence, smart questions, and emotional timing lead the way.
This isn’t sales theater. It’s sales fluency.
On The Sales Pulse, you’ll learn how to match a buyer’s pace, listen between the lines, and guide them toward decisions with confidence—not coercion. Because when you sell with fluency, there’s no need to pitch or pressure.
This is where clarity replaces persuasion and trust becomes the currency of every deal.
If you’re ready to sell in a way that finally feels right—for you and for the buyer—join Marla each week for fresh insights, bold truths, and practical tools that deliver results without compromise.
Bold sales, one clear, curious conversation at a time.
The Sales Pulse with Marla M. Koupal
The Anatomy of a Defensive Seller
Sales shouldn’t feel like self-defense.
In this episode of The Sales Pulse Podcast, Marla Koupal unpacks one of the most common habits that quietly kills connection—defensive selling.
Through a true story about shopping for a bed, Marla reveals what happens when sellers rely on scripts, over-explain, and talk to prove integrity instead of listening to build trust.
You’ll learn to spot the signs of defensive selling: over-talking, over-serving, and over-proving. Discover how a polite, overscripted manner can sound “salesy,” how obsequious energy makes buyers uneasy, and why silence is often the most persuasive moment in any conversation.
If you’ve ever caught yourself filling the silence, repeating that you’re “not pushy,” or explaining features after the buyer already said yes, this episode will hit home. Marla shows you how to shift from defending your reputation to demonstrating calm confidence—and how curiosity can instantly rebuild connection.
🧭 What You’ll Learn:
- Why defensive sellers talk too much and listen too little
- How overscripting drains your credibility and energy
- The emotional cues buyers send when they’re overwhelmed
- The difference between service and servitude
- A weekly challenge to pause, ask, and let silence do the work
Sales fluency isn’t about proving your integrity—it’s about showing it through curiosity and respect. Tune in and discover how to sell with confidence that doesn’t need convincing.
#SalesFluency #SalesTraining #SoftSelling #SalesPodcast #SalesCoaching #DefensiveSelling #SalesConversations
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.
🔁 Key takeaways: buyer pacing styles, real-life sales stumbles, and how timing builds trust.
💛 Love the podcast? Support it for just $3/month: [Insert Your Buzzsprout Support Link]
📲 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/
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