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

2 points by mailarchis ↗ HN
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?

3 comments

[ 2.8 ms ] story [ 18.9 ms ] thread
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.