What is the Boomerang Technique? This is a
classic sales method that turns a customer’s objections for not accepting the sales pitch and buying the product into one
which strengthens the probability of winning the sale that can result in an immediate purchase.
How do you use the boomerang method?
Technique. When people object, turn them around by using what they say to prove that they are wrong.
Use their own arguments like a boomerang
, so they go around in a circle and come back to persuade them.
What is the boomerang method?
hurling a buyer’s objection back as a reason for buying
. If, for example, a buyer objects that he or she cannot afford the item, a salesperson might answer, ‘Yes, but can you afford not to buy it?’; sometimes referred to as the Translation Method. See: Objections.
Why is the boomerang method good when dealing with customer objections?
This method allows a salesperson to turn around a customer’s objection into the reasons for
acting immediately with the intention of strengthening the probability of winning the sale resulting to an immediate purchase
. An example can illustrate this concept clearly.
What is the superior point method?
The superior-point method * is
a technique that permits the salesperson to acknowledge objections as valid, yet still offset them with other features and benefits
. The customer must evaluate the different features and might see additional reasons for buying.
What is a boomerang question?
One of the most well-used techniques in
facilitative styles of group
leadership is the boomerang question. This type of facilitative question, also known as the “elastic question”, has become a cliché of facilitation, practically its hallmark. You use the boomerang question to send back questions to their owners.
How much is a boomerang?
There are two options for a Boomerang subscription. You can choose between
a $4.99 a month
or $39.99 for a year. The annual plan is a one time payment that averages out to $3.33 a month.
What is the easiest form of suggestion selling?
The easiest way to suggestive sell is
to treat your customer the same way you would a friend
– that means only suggesting items if you think the person would actually like them.
What is direct denial?
DIRECT DENIAL – This involves
directly refuting or denying what the prospect has stated
. It’s considered a high-risk method, but in some cases what the prospect has stated or believes may be very wrong or mispreceived.
What is a B2B seller?
Business-to-business (B2B) describes a relationship, situation, or marketplace between one business entity and another. A B2B company is
one sells to other businesses
. Common examples of B2B sales include: Organizations that provide professional services (e.g. market research) to companies.
How are objections different from excuses?
Objections are real issues in the customer’s mind
. Excuses are a signal that the customer isn’t motivated. … A salesperson may decide that a customer simply has no intention of buying and designate the customer a low priority. Alternatively, a salesperson may feel they can trigger motivation in the customer.
What is indirect denial?
handling a buyer’s objection by initially admitting the validity of the objection in order to maintain rapport but then offering evidence to rebut the objection
; sometimes referred to as the ‘Yes, but… Method. ‘
What is the substitution method marketing?
Definition: In Substitution Method or a Replacement Method, the management first works on the sales forecast of the existing product, using any methods of forecasting and then
uses this data to forecast the sales of a new product that will be launched as a substitute for the old product
.
What is the four step method for handling objections?
What is the four-step method for handling objections? To handle sales objections, follow these four steps:
encourage and question, confirm understanding, address the concern, and check.
What is the substitution method in selling?
The substitution method involves
recommending a different product that would satisfy the customer’s needs
. Boomerang: An objection can be returned to the customer. The boomerang method brings the objection back to the customer as a selling point.
Why should objections be answered promptly?
Question 1: why should objections be answered promptly? They should be answered promptly so
you don’t distract the customer and lose their attention and confidence
.
