Use Contrasting to clarify what you don’t mean and what you do mean.
Navigating Client Concerns SCENARIO · ADDRESSING CONCERNS A sales rep feels defensive after a client expresses disappointment about a delayed delivery. The situation 0:00 The exchange 0:03 The takeaway 0:30 Emma James, I can see you’re worried about the client’s feedback. 0:06 James Yes, I feel like I failed to meet their expectations. 0:11 I don’t mean to say your efforts are not valuable. 0:14 Thanks, but I really don’t want to lose this account.
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