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