What if they ask the same question twice?

When an investor raises the same point again, the first answer did not settle it. The analysis marked 431 such repeats. In the 76 pitches where nothing came up twice, 84% closed a deal. One repeat barely changed that (78%), two brought it to 62%, and in the 70 pitches with three or more repeats only 46% closed.

The points investors came back to most were valuation (94 times) and competition (93 times). The list under the chart shows the most repeated topics.

This is a correlation, not a cause: a repeat is a sign of doubt that was already there. Treat it as a second chance. If a question comes back, do not repeat your answer. Give a number, an example or a plain “here is how we will find out”.