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You have an absolute right to make a second ask when discussing commerce with a client, an ask that might result in a second rejection. You can make a second, respectful, direct attempt to resolve a second objection. But you shouldn’t make a third attempt to overcome an objection. When you attempt to overcome an objection a third time – no matter how respectful you are – you’ve moved from resolving concerns to arguing. Instead of coming across as persistent, you become disrespectful. The third attempt moves you from a tenacious professional to a bully. You’ll get another chance to schedule an appointment, so it’s wise to live to fight another day, which will happen if you follow the two objections rule.


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