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- Challenging – Challenging involves requesting that a client stretch way beyond his or her self-imposed limits. Frequently, in the face of a challenge, clients will respond with a counteroffer that is greater than they initially would have allowed themselves to make otherwise.
A client needs to make cols calls to increase his business. He thinks he can make only one call a day. You challenge him. “I challenge you to make ten calls a day!”
The client counteroffers with, “I’ll make seven.”