The Porcupine Close

The Porcupine Close (sometimes called the Sharp Angled Close) is when you toss a question right back at the prospect when they ask you a question. For example, the prospect asks “Does this model come in blue?” You say, “If I have it in blue, can we finalize it for you today?”

Sometimes, you can use a little softer approach. For example, my colleague, Tom Hopkins, who I first learned this technique from used to sell real estate. In fact, Tom holds the record for the most houses sold in history. One day, he was showing a house to a couple and the wife noticed a playground set through the window in the backyard. She asked Tom, “Tom, does the playground set come with the house?” Tom looked at her and asked, “Do you think the kids would enjoy it?” She said, “Oh, yes they would.” Tom is thinking to himself that he just sold a playground set. Guess what comes with the playground set …. the house!

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*Book Mark Bowser: Mark Bowser is one of the top Professional Speakers in the United States. He is a Sales & Leadership expert who has trained some of the world’s top organizations including Dell Computers, Southwest Airlines, United States Marine Corps, Ford Motor Company, and many, many more! He is the author of several books including Sales Success with Zig Ziglar and Scott McKain. To schedule him for your next conference or training event then email info@MarkBowser.com or visit www.MarkBowser.com.