To Close…Try the Porcupine Technique

Technically, it’s known as a minor close, or trial close, but it’s one of the most effective and most immediately usable of all. The “Porcupine Technique” deserves to be better known, for it will work for you in many ways. Use the Porcupine to generate an agreement going into the final “tie-up.” It leads nicely and naturally into pay dirt. The Porcupine is a way to answer a question with a question of your own, in a way that helps you maintain control of the interview. At the same time you find out what’s on the prospect’s mind:

Prospect: “Does it come in light green?”

You: “Would you like it in light green?”

Prospect: “Yes, I would.”

You: “I can have it ready for you next week.”

Here’s how this technique got named: If someone tossed you a porcupine, what would you do? You’d toss it right back. When you do this, usually you find yourself in a more favorable position.

Many times in selling you’ll get a question that can be answered only with a “yes” or a “no,” and often this puts a brake on conversation. Or, you might be asked to give information that’s important to the prospect, and you have nothing to say. However, if you throw the porcupine back, you can take command.

Prospect: “Could I take delivery by the first of the month?”

You: “Does taking delivery by the first best suit your needs?”

Prospect: “Yes, that’s the best time.”

You: “I’ll see that it’s done!”

Years ago, sales experts determined that any question you ask the prospect must cause conversation and participation or it has little sales value. Veteran lecturer and sales trainer Fred Herman cautioned, “Never tell them anything you can ask them.” The Porcupine response can give you valuable information on which to base the remainder of your presentation.

Prospect: “Is this applicable for computer programming?”

You: “Would you like to have it programmable?”

Prospect: “No! I think I could handle it better in the general ledger.”

You: “Then I think you’re going to enjoy working with this system. It’s entirely applicable to the general ledger.”

If the salesperson had gone on selling computerization, he would have sold himself down the river. Instead, with one simple return question and, without dictating to the prospect, the salesperson found out one key point of information. The prospect was not being lectured, but rather “had a hand in things.” By taking a part in the conversation and getting his opinions known, the prospect felt more satisfied with the whole procedure.

Other examples of effective uses of the Porcupine method:

Prospect: “Will this policy feature a cash value?”

You: “Is a cash value important to you?”

Prospect: “Definitely not! I don’t want to be paying extra for cash value.”

You: “I’m happy to hear you say that. Let me show you how our ten-year term policy works ….”

Prospect: “Can you put this sort of shrubbery in direct sunlight?”

You: “Do you have a sunny spot in mind?”

Prospect: “Yes, I was thinking of the side of the house.”

You: “Right! It will look nice out there.”

Another advantage of the Porcupine is that it helps the salesperson gain control of the presentation.

Often, by asking an unexpected question a prospect may catch you off guard. The Porcupine Technique helps you collect your thoughts during the brief time you are waiting for the prospect’s answer to your question. When this answer comes, you have gained the initiative and are back with your thoughts in gear – ready to retain control of the interview and carry it through to the close.