Stop Underestimating Your Buyer

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 Listen, show notes & coaching: https://thesalespulsepodcast.com/podcast

If you've ever been told to “lead the conversation,” “steer the sale,” or “handle objections,” this episode invites you to pause and rethink everything.

Because here’s the truth:
 👉 Your buyer doesn’t need a pitch.
 👉 They don’t need a polished performance.
 👉 They need space. Listening. Respect. And clarity.

In this episode of The Sales Pulse, Marla Koupal breaks down why traditional sales advice keeps centering on the seller, and why that’s holding you back.

You’ll discover:

• Why most sellers underestimate their buyers’ intelligence, emotion, and decision-making power
• How open-ended questions unlock urgency, hesitation, and truth
• The role of silence—and how a "pregnant"  pause might be the most powerful tool in your toolkit
• Why fluent sellers don’t rehearse for objections; they listen for unasked questions
• How to move from “pitching” to co-driving the conversation

This episode is for every seller who wants to be seen as a trusted advisor, not a closer and make more sales. 

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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/