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

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?"

Empathy. Indirect questions.

Also corporations move very slowly.

Scopolamine?