Controlling and Leading your Sales Presentation with Ease
Have you ever had a customer ask you a prickly question in the middle of your presentation and you just don't want to answer it, or it's too early in the presentation to give that information, for example when the customer asks-"how much will it cost me anyway?”
This is when the Porcupine Technique is needed (thanks to Tom Hopkins-creating the name). Remember the person who is asking the question is in control of the conversation. Inevitably if the customer is controlling the conversation then they will always ask for the price at the incorrect time of the presentation … way too early … before needs, wants and a solution have been presented.
The Porcupine Technique: answering the customer's question with a question;
Customer : “How much does it cost”?
Sales Master: “Tell me how much on a weekly/monthly/annual basis could you invest to help you get ...? If that's how much you are wanting to invest we can definitely help you. (Continue on with your presentation).
Customer: “Will the presentation take long?”
Sales Master: “Well that will depend on how many questions you have. Tell me, how long have you got?”
Customer: “What can you do for me/us?”
Sales Master: "Well tell me, what is it you need, or what it is you are not happy with the product you are currently using?"
Customer “Does my boss/husband/wife have to be there?”
Sales Master: “Will you boss/husband/wife be a part of the decision making?"
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