It’s one of the most powerful questions a salesperson can ask and also one of the most underused questions.

Too often, we sense hesitation from the customer but move on, hoping momentum will carry the deal forward. It rarely does.

When you ask this question, three things happen:

• • You create space for honesty and the client tells you what’s really holding them back.
  • You shift from selling to solving and the focus moves to helping them overcome what’s in the way.
  • You gain control of the next step because now you know what must change before they can say yes.

It’s not about being pushy, it’s about being curious.

The best salespeople aren’t afraid to pause and ask the question that others avoid.

Because sometimes, the truth that unlocks the sale is hidden right behind that moment of silence.

Question for you:

When’s the last time you asked your prospect, “What’s stopping you from moving forward?”

https://www.youtube.com/@Steve-Victor

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