Use concise reflection before asking a deeper consultative discovery question.
The deeper the question, the more you need to prove you heard the last answer. The bridge After a buyer names friction, pause before the next pain-funnel layer. Reflect the fact and the meaning. Then ask if you have it right. This makes the next question feel connected rather than abrupt. The sentence shape It sounds like [problem] is creating [impact], not just [surface inconvenience]. Is that right? Keep it short. If the buyer corrects you, thank them and follow the correction. The trap Do not reflect as a performance. If the reflection is just a preface to your favorite…
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