How we change what others think, feel, believe and do

Boomerang method

Disciplines > Sales > Objection-handling > Boomerang method

Technique | How it works | See also

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.

Examples

Yes, it is expensive, but I don't think you would want to buy your wife a cheap present.

Indeed, the house does need work, but as you said, you are very good at Do-It-Yourself work.

Certainly, if you do not have the money today then we can arrange it all for tomorrow.

How it works

By using what they say, you are saying that they are right. And when you attach what you want to what they say, then by association, what you want is right.