“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:

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· only beneficial when speaking with a client that is more emotional versus logical.

· beneficial because clients buy from sales representatives they like.

· 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.