Speaker B claims the Boomerang Method converts three "no"s into "yes" with a 74% success rate using two follow-up questions. Speaker A argues discovery work matters more than closing tricks, and that understanding whether a prospect can't afford something or won't spend it changes how you negotiate.
Chapters
I used to lose every sale after hearing no. Now I close three times more deals using this boomerang method, which is the best sales hack ever. Here's how it works. The boomerang method sends the no back to the prospect and it returns as a yes. And when someone says no three times, I don't give up. I ask them two specific questions that close 74% of my deal.
I will just say there is no magical question that will automatically just close clients, especially at the end of the sales call. It is your discovery process that does all the heavy lifting. So be careful of thinking there are magical questions at the end of the sales call that will just close people. Now, that doesn't mean we don't handle objections, but just be careful of the actual framing on that. So it's not a bad tactic. I would just say when you get a price objection and then you ask like, hey, what would you need to see to justify the price? Then at that point they're really just in price based thinking. They're focusing on the price and then we're in negotiation. Negotiation about what you could add or take out or whatever it is. Rather than going into that. If they say the price is the objection, just handle the actual money objection, right? Like get buy in that they would actually do it without the, you know, investment or whatever it is and actually understand what they have. Are they actually objecting because they don't have the money or are they objecting because they don't want to spend the money? So those are two different objections. You just need to get to the real thing rather than just going into negotiation right away.
