You Lost the Sale Before You Opened Your Mouth

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You Lost the Sale Before You Opened Your Mouth
Most sales don’t collapse in the middle of a conversation—they collapse before you even start talking. In this episode, Marla Koupal breaks down the hidden assumptions that kill deals before they begin:

• Mistaking value as something you “announce” instead of discover from the buyer
• Treating sales like a performance instead of a fluent conversation
• Assuming buyer and seller motives are always in conflict

If you’ve ever felt your sales stalled before they started, this episode will show you how to replace assumptions with clarity—and open the door to real conversations that convert.

 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. 

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🔁 Key takeaways: buyer pacing styles, real-life sales stumbles, and how timing builds trust.
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