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All language subtitles for 34. The Story Close

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Would you like to inspect the original subtitles? These are the user uploaded subtitles that are being translated: 1 00:00:00,666 --> 00:00:04,966 how to turn more prospects into clients easily No. 34 2 00:00:05,766 --> 00:00:07,099 the story close 3 00:00:08,000 --> 00:00:09,833 this is where you tell a story 4 00:00:09,833 --> 00:00:12,299 involving a previous customer 5 00:00:12,366 --> 00:00:14,433 who is similar to your prospect 6 00:00:15,333 --> 00:00:18,399 you say how they had similar problems and concerns 7 00:00:18,400 --> 00:00:19,200 and worries 8 00:00:19,600 --> 00:00:22,700 and how they bought and are now very very happy 9 00:00:22,866 --> 00:00:23,999 make sure it's true 10 00:00:24,000 --> 00:00:26,433 make sure it's a client that you've worked with 11 00:00:26,433 --> 00:00:28,066 who had certain concerns 12 00:00:28,066 --> 00:00:30,099 bring that up and make it clear to them 13 00:00:31,200 --> 00:00:34,100 the important thing is to make sure that the customer 14 00:00:34,100 --> 00:00:37,166 empathizes with the person in the story 15 00:00:38,266 --> 00:00:42,133 be subtle and do not make the personal story 16 00:00:42,133 --> 00:00:44,433 too similar to their situation 17 00:00:44,500 --> 00:00:47,100 because every prospect environment is different 18 00:00:47,100 --> 00:00:48,066 but bring up the story 19 00:00:48,066 --> 00:00:50,266 and make it relevant to their situation 20 00:00:50,933 --> 00:00:54,166 the psychological basis of this technique 21 00:00:54,166 --> 00:00:55,733 is that we associate 22 00:00:55,866 --> 00:00:59,033 and bond with characters and stories 23 00:00:59,400 --> 00:01:01,800 this we've been doing since childhood 24 00:01:02,733 --> 00:01:04,233 and the benefit is 25 00:01:04,566 --> 00:01:06,633 if your prospect bonds 26 00:01:07,233 --> 00:01:10,333 empathizes with a character in your story 27 00:01:10,333 --> 00:01:12,899 they will likely act in the same way 28 00:01:12,900 --> 00:01:15,866 and make similar buying decisions 1924