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

“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.
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When introducing yourself to a new client, it is important to share:

You have a meeting with a new client. Why would it be a good idea to share anonymized data (such as conversion rate and cost-per-conversion) from some successful clients in the same industry as this client

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