The porcupine is a recognized and friendly sales technique and owes its name to the cords that the animal releases and they are like the objections of the potential customers that need to be countered, if you throw one you throw back and fall in an unfavorable position. This technique consists of answering a question with another question until the process of selling to our land is carried out.
In the 1990s, experts determined that sales psychology is more important than any method or technique of sales itself, that selling is not just a matter of pure logic and of necessity and that the emotions and the impulses make the difference. People also buy when they feel good even though they do not need to buy.
Thus, during the process of selling, techniques have to be applied that provoke conversation and participation and that will reveal valuable information for our purpose that does not is another to get them to buy us.More news: See Pinatas by PomJoyFun on Etsy
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Many times you get to a point where you can only indecision on the part of the potential customer who asks a lot of questions (barbs) that prevent the sale materialize . Only by taking the initiative and returning correctly formulated questions aimed at receiving affirmative answers can we get ourselves back in control.Answering a question with another question will always seek interaction with the prospective client by fostering trust that is 50 % of the sale, in a sincere and authenticity environment on both sides while emphasizing the advantages of the product.
Any self-respecting seller has to do everything possible to complete the sale and persevere with a potential customer interested in your products or services.
The porcupine technique is used successfully at the time of selling and is one of the most effective since it allows to maintain the control of the process, to focus on the positive aspects, to know to what extent the person is interested, to leave a good lasting impression, demonstrating professionalism or getting the sale close. Congratulations on your new acquisition, enjoy it!