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Simone is presenting advice to Clara and Steve regarding insurance recommendations. Steve has remarked that the premiums are quite expensive. Simone replies by saying, 'Steve,

Simone is presenting advice to Clara and Steve regarding insurance recommendations. Steve has remarked that the premiums are quite expensive. Simone replies by saying, 'Steve, did you anticipate that the cost of the cover would be lower?' By replying in this way, Simone is demonstrating which way of handling an objection: Question 12Answer Acknowledgement Clarifying Responding Active listening

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