Posted in Marketing and Strategy Terms, Total Reads: 1718
Definition: Boomerang Method
Boomerang method is one of the classic sales methods used by sales executive to meet their sales target. 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. Let’s say, when a salesperson is selling a well-advertised product to a retailer, the retailer might ask, ‘Why does your company spend so much on advertising this product? If you had cut down the advertising, the prices would have low and I could keep the product in my shelves.’ The salesperson replies, ‘That is exactly the reason why you should keep this product with you. Since the company spends so much on advertising this product, the customer is already aware of the product and its benefits. You do not have to make any extra effort to make the sale.’ The salesperson can pitch more about the short shelf life of the product due to greater exposure it has received from the ads. Hence the main reason for objection has been converted by the salesperson into the very reason for the purchase.