Adam Bensman explains how to overcome seller hesitation by surfacing questions early with two specific asks: "Any questions for me so far?" and "Does all this make sense?" He stresses the importance of clearly explaining what happens next so prospects don't assume the worst.
I want you to think back to middle school when I was in math class and someone said something that I didn't understand. Immediately I'm like, huh? My arm shoots up like this. And then she goes, okay, Adam, what was your question? And I'm like, alright, well, I lost you right here. And then you went, five more minutes. So I need to understand this concept. And then everything else you talked about. And the same thing is happening with your customers. Ask two questions. First one is, any questions for me so far? And the second one is, does all this make sense? And the reason we ask those before we close is to draw out any questions that they may have. Because you and I know if the questions are there, there's not one chance that they're going to say yes. They have questions in their mind that they are unaware of. You have to explain the whole process, that what happens after they give you the check? What happens after they sign the contingency? There was just this missing gap in the story or the narrative, and they couldn't plug it in with your information, so they make up their own, which is that you don't care or don't know what you're talking about.
