Sales Skills Beat Confidence

The Sales Pulse with Marla M. Koupal

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Sales Skills That Beat Confidence

What really drives sales success—mindset or skill? In this episode of The Sales Pulse Podcast, Sales Conversation Architect Marla Koupal tackles one of the biggest debates in selling: confidence versus competence.

You’ll hear why 80% of new salespeople fail in their first year, not from lack of effort, but from leaning too hard on mindset alone or relying only on skills without the right mindset. Marla explains how open-ended questions and reflective questions can transform your sales conversations, uncover buyer priorities, and eliminate assumptions that kill deals.

If you’re a coach, direct seller, small business owner, or sales team leader, this episode will show you how to sell without pressure, without scripts, and without fear of rejection—so you can build the sales fluency that makes confidence almost automatic.

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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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