The Porcupine Technique: when a homeowner asks a question, instead of immediately answering, you sometimes respond with a clarifying question of your own — to understand the reason behind the question before deciding how to answer it..
The definition
The Porcupine Technique: when a homeowner asks a question, instead of immediately answering, you sometimes respond with a clarifying question of your own — to understand the reason behind the question before deciding how to answer it.
The same question can mean completely different things depending on what is happening inside the homeowner's mind. The porcupine is not avoiding their question, not playing games, and not being clever. It is making sure the answer you give is the answer to the question they actually asked.
Where it lives: Advanced Selling Psychology
Knowing what porcupine technique means is step one. Running it live, at a kitchen table, against a homeowner who pushes back — that's the training. Spar grades you on the system in every round — $29/month. Spar before you knock.