We share a five-question framework that shifts control to the buyer, builds urgency without pressure, and turns the close into a simple next step. The core idea: ask better questions at the start, and you will not need to push at the end.
• why pitching early triggers pushback
• how clarity questions surface real pain
• creating urgency with consequences of delay
• quantifying the cost of inaction in money and time
• mapping the decision process without ego traps
• testing commitment with a soft close
• using silence and listening to deepen insight
• avoiding scripts while staying structured
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Graham Elliott
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