“I can see how that would be frustrating” and “That is a valid concern. Many of my clients have expressed that same concern before starting their campaign” are both examples of speaking with a concerned client. These types of responses are:

  • not beneficial, because clients do not need reassurance.
  • helpful because they let the client know her concern is valid and can help lower her resistance.
  • beneficial because clients buy from sales representatives they like.
  • only beneficial when speaking with a client that is more emotional versus logical

The Correct Answer is:

  • helpful because they let the client know her concern is valid and can help lower her resistance.