The pattern.
- "I understand how you feel…"
- "Other clients have felt the same way…"
- "What they found was…"
Why it still works (when done right). It does three things in sequence: validates emotion, normalizes their position, then delivers a specific story-based outcome. That's a complete persuasion arc in three sentences.
Why it usually sounds awful. Reps deliver it like a script — flat tone, vague "other clients," generic "found" outcome. The prospect smells the formula and tunes out.
How to make it land.
- Use real names if you can. "I felt the same way until I met Sarah at [Co]…"
- Drop the literal words. Don't say "other clients have felt" — say "I had a guy on the phone last Tuesday saying almost the exact thing."
- The 'found' has to be specific. Not "things worked out." A real number, a real outcome, a real before/after.
Modern version (less scripted-sounding):
"Yeah, I get that — honestly the last three people I talked to said the same thing. The one who took the leap anyway, [name], told me last month that the only regret was waiting two months to do it. He'd have been $40k ahead."