Effective objection handling is key to building lasting business relationships. When your prospect walks into the meeting, they already have a clear mindset about your product. As a salesperson, it’s imperative that you take care of these preconceived notions and objections. Letting them go unaddressed can compromise your sales process.
Many objection-handling techniques have been introduced to help sales executives effectively take care of any resistance to the sale. One such technique is the boomerang method which allows you to capitalise on your prospect’s misgivings by turning them into selling points. But how does this technique work? Let’s review the basics.
What is the boomerang method?
The boomerang method is an effective way to handle objections in any situation. By using this handy sales technique, you can flip a prospect’s negative viewpoint into a positive outcome and maximise your likelihood of success. Much like the flight of a boomerang, this method ‘hurls’ the prospect’s objection back at them to help them see the situation from a different angle. Then you dive in with a legitimate solution to further nudge them to sign the deal.
The boomerang method is suitable for handling a range of sales objections, especially when your prospect is fixated on one aspect of your offering.
For instance, the client wants to know the price even before you get started with your value statement. You don’t want to just answer the question before you have a chance to understand the client’s pain point and explain why it will solve their problem. If it’s out of their desired budget, it might end the sales process before it even begins.
So, how do you evade the question without sounding rude or compromising your relationship with them? By using the boomerang technique. Answer their question with another question to help redirect their focus from the price point to the value of your offering — the boomerang question. For example:
‘I understand that pricing might be an important aspect for you, but it’s not possible for me to give you a quote without understanding your situation. If you would let me ask you a few questions, I promise we’ll get to that soon enough. Is that fair?’
This response is likely to give you the green light to develop an understanding with your prospect and pitch your product before getting to the price.
The power of reframing
Sales techniques harness the power of psychology to anticipate common human behaviour, and the boomerang technique is no different. It plays on the basic concept of perspective — viewing a situation from a certain angle.
The human brain is hardwired to make sense of its surroundings by receiving information and refining it based on the individual’s understanding, biases and encounters. As such, our perspectives are heavily influenced by our set of beliefs and how we’ve experienced the world thus far. These factors tend to limit our capability to view a situation from a different angle.
Perspectives play a key role in the realm of sales. As a sales leader, you should be able to tap into your client’s perspective. The ability to see the world as they see it lays the groundwork for sales success.
The essence of the boomerang method lies in switching their viewpoint — the power of reframing their perspective to help them visualise critical details they might have missed. Turn their objection into a smoking gun that backs up your product’s value.
How to use the boomerang method to handle objections
The boomerang method is a clever way to handle objections but it can make you appear pushy if not executed properly. Here is the correct way to incorporate this technique into your pitch to help you create an opportunity for a sale:
1. Acknowledge the objection
When your client raises an objection, take a pause and listen carefully to what they have to say. Acknowledging their objection shows that you are paying attention and taking their concerns seriously.
2. Reverse the objection
Once you’ve acknowledged the objection, use the boomerang method to turn it around. Instead of trying to convince the prospect that their objection is invalid, use it to your advantage by helping them see it from a different viewpoint.
3. Provide a solution
After you’ve reversed the objection, offer your prospect a solution that addresses their concerns. This will show them that you understand their needs and are willing to work with them to find a solution that works for both parties.
Best practices for using the boomerang method
Here are the best tips to help you execute the boomerang method effectively:
|Boomerang method Tips
|Active listening is a great way to understand your client and demonstrate your eagerness to help them out.
|Acknowledge the problem
|Acknowledge their objection by using the right phrases, such as, ‘I understand how you feel…’ or ‘I get where you’re coming from…’
|Address objections directly
|Don’t hide from the prospect’s problems. Address them directly to show them that you’re there to offer the best solution.
|Stay calm and empathetic
|A sales leader always stays calm in the face of an objection. Instead of viewing it as a threat, consider it a new means of opportunity.
Using the boomerang method to handle objections: Example
Let’s say you’re trying to sell a product to a potential customer, but they object by saying that the price is too high for their budget. Here’s how you would handle the objection using the boomerang method:
- Acknowledge the objection: ‘I understand that the price may seem high at first glance.’
- Reverse the objection: ‘But consider this — our product is made with the highest quality materials, which means it will last longer and save you money in the long run.’
- Provide a solution: ‘We also offer a payment plan that can help make the cost more manageable. Would you like to learn more about that option?’
By using the boomerang method, you’ve taken the customer’s objection and turned it into a positive outcome. You’ve shown that you understand their concerns and are willing to work with them to find a solution that meets their needs.
How do I avoid coming across as insincere when using the boomerang method?
To avoid coming across as insincere, it’s important to genuinely listen to the other person’s concerns and acknowledge them. Use the boomerang method in a way that benefits both parties and doesn’t make it all about you or your interests.
What are some common mistakes to avoid when using the boomerang method?
Some common mistakes to avoid when using the boomerang method include showing insincerity, not following through on your promises, ignoring the prospect’s concerns, being opportunistic and focusing solely on short-term gains.
How can I overcome my fear of rejection when implementing the boomerang method?
To overcome this fear, it’s important to remember that rejection is not personal. Keep yourself motivated by focusing on building relationships and finding solutions that benefit both parties. Avoid reflecting on matters that are out of your control.
Where can I find additional resources for implementing the boomerang method?
There are many books, articles, videos, courses and workshops available that can help you implement the boomerang method in your personal and professional life. You can also join online communities and forums to connect with sales professionals who use this technique.
The boomerang method has proven to help improve sales rep performance but it’s not a surefire way to guarantee a sale. Patience, a positive attitude and a good understanding of your prospect’s mindset are key skills needed to pull off this technique effectively.
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References & Further Reading
- The Best Objection-Handling Techniques: A Curated List
- Seven Proactive Sales Techniques to Scale Your Sales Now
- How to Be a Successful Inside Sales Representative and Crush It
- Reality vs Perspective: Why Your Brain is Playing Tricks on You!
- The Seven Defining Qualities Of A Good Sales Team Leader
- [Guide] How To Motivate Your Sales Team When Sales Are Down
- How to Create a Sales Rep Performance Scorecard (Easy Guide)