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:
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.
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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/
