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  • Tag Archives Sales Technique
  • The “Boomerang” Sales Technique

    Guest Post By: Amanda Johns Vaden
    boomerang

    One of the most common objections in sales is typically one that can easily throw off your sales presentation entirely. This is because when you hear it, you’re not prepared to answer it…. Yet.

    You’ve all been through a process where you’re just getting started, you’re just asking questions about the potential client’s needs, you get to your presentation, and all of a sudden your prospect cuts you off and says, “Amanda, I’m totally with you, but it’s all going to depend on the price. So just go ahead and just tell me. I need to know what we’re working with here.”

    Before you even get to find their need, before you present value, they’re cutting you off and immediately want to know the price.

    Now that’s a tricky situation because you just can’t evade the question, right? There are people who are going to catch on to that. It’s not going to help you and it’s definitely going to not build trust with your prospective customers.

    But how do you avoid answering that when you’re not prepared to tell them yet? That’s important to remember because upfront you are not prepared to tell them that.

    Because the moment you share the price, poof! Your entire sale just went up in flames because everything they hear after that, it’s all about the money. It’s all about the price.

    You can’t tell them the price until you’ve found a problem. The problem has to be bigger than the price, which is why you can’t tell people how much it is upfront.

    How do you get around it? How do you not completely evade the question, build trust, and eventually get back to it with your customer?

    This is what we call the “boomerang” technique. It’s one of my favorite questions to ask and I love asking it because it’s a game. I use this as a game with myself in all conversations.

    The boomerang is just defined as, “answering any question that you’re not prepared to answer with a question.” If you think about it, any question in the world that you get, can be answered with another question.

    For this specific objection “How much is it,” here is what you want to say, “Hey, I completely understand this is something you want to know and I promise we’re going to get to that. But at this point, I really don’t have enough information to even give you a quote or even guess how much it is. However, if you let me ask you a couple of quick questions, I can get straight to that. Is that fair?”

    In nine out of 10 times they’re going to say, “Sure, that’s fair.”

    So let them know it’s not going to take a long time, you are going to get to it, but you have to cover just a couple of quick things first and then you’ll get right to it. So again, it’s called the boomerang question.

    Answer their questions, their objections with a question so you don’t get off-guard upfront. You want them to focus on their problems and how you can help solve them, not the price.

     

    Amanda Johns Vaden is a founding partner, executive coach and senior consultant at Southwestern Consulting. She has worked with over 400 sales offices nationwide.  Amanda is the author of the upcoming books Unspoken: Redefining Expectations Between  Men and Women in the World of Work and 4-Dimensional Follow up: Increasing Client Retention and Customer Loyalty Through Follow-Up


  • Your Forward 40

    Guest Post By: Dave Brown

    This is a technique you can use forever. This is how I’ve become a prospecting genius and what I have learned to master over the years. The Forward 40.

    When it gets time to make those calls, and you don’t know who to call, your momentum gets squashed. To keep things from falling apart, make sure you stay in a positive mindset and always allow yourself to continue to grow. It can be done with one 15 minute day-defining task!

    Focus on getting YOUR FORWARD 40.

    What is this? It’s the 40 people you make a note of to call the next day. At the end of the day, plan your day with those 40 people you need to contact or see the next day.  That list will be the first 40 people you will reach out to. Put it in a spreadsheet or write it down, so when you get up to start your day your mind is already aware of who you’ll be talking to and what it will be about.

    40

    Now, don’t be thinking 40 is just way too many. Say you only get to 10 of those calls and were really successful, you already have 30 for the next day on your list. There’s an upside! Say you’re even more brilliant and do get to all 40, wrap up that day by making another list of 40 people, and continue that momentum and positivity in prospecting the next day. Set yourself up for success! This is an incredible way to keep your head in the right place and get to as many people as possible.

    Your prospecting nugget for today:

    With prospecting, every day you have a choice, to either make an excuse or find a way.

    The best of us will find a way. So many excuses exist that try to keep us from finding a way. When you have your Forward 40 in gear, you will not have an excuse. Find a way, go get on that phone, get to prospecting, and go be as great as you know you can be!

    Dave Brown is a senior partner and executive level coach at Southwestern Consulting and author of the upcoming book Painless Prospecting. Dave was a record-breaking salesman for Southwestern Advantage, knocking on over 50,000 doors before the age of 25. He has spoken and trained over 100,000 sales professionals across the globe with Southwestern Consulting.


  • Lightbulb Questioning

    Today’s post was written by Alan Morton at SBR Consulting, part of the Southwestern family of companies. This article was originally posted on SBR Consulting’s blog. —– “You cannot teach a person anything, you have to help them discover it within themselves” – Galileo Working extensively across different markets we are often struck by the […]