Your buyer was thinking. Did you start talking before they finished?
Your buyer never arrives at a sales conversation empty-handed. They bring history, previous experiences, ideas about what might work, things they've already tried, disappointments, questions, and opinions about what they definitely don't want.
If you don't uncover some of that history, you can offer a solution too soon—and it may be the wrong solution.
In this episode of The Sales Pulse, Marla Koupal moves from Receiving Space into Buying Space: creating enough room in the conversation for your buyer to tell you what matters, think out loud, explore what they need, and make their own decision.
You'll hear the three simple questions Marla has used for decades to open sales conversations:
What prompted you to connect?
Tell me more.
What have you already thought about or tried?
These aren't magic questions or another sales script. They help you stop trying to control where the conversation is going and discover the conversation your buyer is already having in their own head.
Because if you don't open the conversation well, all the closing techniques in the world may not save it.
The seller owns the conversation. The buyer owns the decision.
Next week: Why good sellers recognize the problem, know they can help—and solve it too soon.
The Sales Pulse — Bold sales, one clear, curious conversation at a time.
#SalesConversations #SalesSkills #BuyerPsychology #SalesQuestions #SoftSelling #SalesCoaching #TheSalesPulse
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/
