Ask HN: How do you uncover the unspoken objections of a potential customers?

[mailarchis]

The target segment are digital creators.

I'm getting good response, but the final deal is moving slow in many cases. I suspect there are some unspoken objections. How do i uncover them?

[osullip]

In my retail experience, you would repeat your understanding of their needs and how your product is addressing them.

You can then ask them to confirm your understanding.

"As a digital creator, you've told me that it's time consuming to send invoices out. Using our software, you'll be able to do this much more easily.

Is that a fair summary of what we discussed or have I misunderstood something?"

[ssss11]

Empathy. Indirect questions.

Also corporations move very slowly.

[gregjor]

Scopolamine?