Answer a question with a question. Prospect: Does it come in blue? You: Would you like it in blue?
Porcupine Technique
Core Principle
Hopkins' Porcupine Technique turns prospect questions into closing opportunities. When a prospect asks about a feature or option, instead of just answering, you flip it into a question that moves toward commitment. Every question they ask reveals a buying signal -- use it.
Step-by-Step Execution
Example in Action
Prospect: Does this integrate with Salesforce? You: Would you need Salesforce integration for your team? Prospect: Yeah, that's essential. Prospect: Can you do custom reporting? You: What kind of reports would be most valuable for you? Prospect: Pipeline velocity and rep activity. Prospect: Is there a trial period? You: Would a 30-day trial help you feel confident about the decision? Prospect: Definitely. You: So you need Salesforce integration, pipeline and activity reports, and a 30-day trial. I can do all three. Should we get the trial started today?
Practice this technique with an AI-powered roleplay scenario.