In this episode of The Sales Pulse Podcast, Marla Koupal breaks down why “word salad” quietly destroys sales conversations — especially at the exact moment a buyer is thinking.
When a buyer pauses, many sellers panic. They start stacking features, benefits, proof, reassurance, and extra explanations. It feels productive. It feels responsible. It feels helpful.
But it interrupts the buyer’s thinking.
And when thinking gets interrupted, decisions stall.
Marla explains:
• Why silence in a sales conversation is not a problem
• What actually causes buyers to disengage
• How over-explaining triggers subtle buyer resistance
• Why timing matters more than features and benefits
• The micro shift that restores clarity and momentum
• Questions that return control to the buyer
If you’ve ever left a conversation thinking, “I covered everything,” while the buyer left thinking, “That was a lot,” this episode is for you.
Selling fluency is not about saying more.
It’s about knowing when to stop.
Listen in and sharpen your conversational awareness.
Schedule time with Marla...https://successwithmarla.com/home
#SalesConversations #SalesFluency#BuyingSpace
#ConsultativeSelling #EmotionalIntelligenceInSales
#StopOverExplaining #DirectSelling #DirectSales
#CoachesWhoSell #SmallBusinessSales #ConversationStrategy
#SalesLeadership #SalesTraining #BuyerPsychology
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/
