We analyzed over 5 million sales conversations using Ematrics' proprietary AI engine. The goal? To uncover what actually works when a prospect says "no." Here are the top 5 data-backed techniques.
1. The "Feel-Felt-Found" Update
The classic technique still works, but AI suggests a tweak: speed. Top performers transition through these stages 30% faster than average performers. Don't dwell on the empathy; get to the solution.
2. The "Mirror and Label"
Derived from hostage negotiation, this technique involves repeating the last few words the prospect said (mirroring) and then assigning an emotion to it (labeling). "It sounds like you're worried about implementation time."
3. The Pre-emptive Strike
AI analysis shows that bringing up a common objection before the prospect does actually increases trust. "You're probably wondering about our pricing model compared to X..."
(Continue reading for techniques 4 and 5...)