Sell me this pen is actually a very common demand when you go to a sales interview, and it’s not only something you see in movies. If you ever get asked this question, I want you to know exactly what to say. After watching this video, you will be able to not only convince the person asking, but blow them away with what you answer. So in this video, I will break down what to say when someone asks you to sell a pen, so you will be able to create a jaw dropping scene and crush any sales interview.
I’m gonna go through the conversation you will have, but first of let’s break the answer to this questions up into parts. Because when they ask this question, they will be able to see how good you are selling any product by your response. Your resume will come in second if you can demonstrate the art of selling, because that’s what it is. An art.
There are four sales skills the person asking is looking for when you get asked to sell a pen. The following is the right framework so that you can respond perfectly every time.
First, they want to see how well you gather information.
Second, how well you respond to information.
Third, how you deliver information.
And last, how you ask for something, or how you close.
Preparation is absolute key here, don’t think you will just wing this question. This is not the right time for that and you will end up like the fools on wolf of wall street if you do.
So let’s go through exactly what you should say and do when the interviewer looks you in the eyes, hands you a pen and says “sell me this pen.”
Start of by relaxing and just roll the pen between your thumbs and index fingers, then ask questions to gather information. The key here is not to sell the pen, but to get to know who you’re selling the pen to! You will not impress anyone by rambling on about how great the pen is, if they are not in the market for a pen.
So the first question to ask should be, when was the last time you used a pen? You gather information about them, and it lets you quickly find out if it’s a potential customer or not.
Interviewer: Something in the lines of Yesterday, or this morning.
Now the next step is to display how well you respond to the information you’ve just gathered. So you know that he frequently uses a pen, which means it’s a potential customer. The next question is to ask him is if he remembers what kind of pen that was?
Interviewer: He will probably say no, or remotely remember something about it.
This indicates the pens he uses are not of great importance to him, and is something you will take advantage of. You have spotted a potential gap where the only thing to fill that gap is your pen. You want to proceed to ask him a final question, if he remembers why he was using it?
Interviewer: yes signing a few new customer contracts. Or signing a deal for a new sponsor.
Whatever he says, you want to emphasize the importance of that event. Try to paint a picture with a lot of emotions.
I’d say that’s the best use for a pen.
Wouldn’t you say signing those new customer contracts is an important event for the business? Then shouldn’t it be treated like one? You’re signing important contracts that will be of great value to the business for many years to come. Hell if it wasn’t for these contracts you just signed, the business might’ve struggled to compete in the coming years. You’re making history signing these contracts, all while using a very unmemorable pen.
We grew up our entire live using cheap pens like that for grocery lists and to get in between narrow spaces that we couldn’t reach with our fingers. Not to sign memorable and historical contracts.
This is the pen for more important events. This is the tool you use to get deals done. Think of it as a symbol for taking your company to the next level. Because when you begin using the right tool, you are in a more productive state of mind, and you begin to sign more new customer contracts.
Now you’ve attached emotions to the pen and you’re raising it’s value. You’ve now displayed the third skill which is how well you deliver information. Now it’s time to close the deal. Let him know that the best time to buy this pen is right now, or the chance might not come again.
Be playful and say something like. You know what? The sales of these pens has been through the roof and just this week I shipped my last ten boxes of these pens to Elon Musk’s office, and we will be out of stock for the next couple of months.
Fortunately for you, this is the last pen. You will reach across to hand the pen back to the interviewer.
People are actually more inclined to buy something that he’s held or touched.
You’ll continue to say. So, I suggest you get this one. Try it out. If you’re not happy with it, I will personally come back next week to pick it up. And it won’t cost you a dime.
What do you say?
After he picks his jaw up off the floor he will undoubtedly say yes.
How easy was that? The interviewer will love it because it’s such a convincing approach. You’re basically playing on the emotions that this pen will bring. And humans are emotional creatures. We might think we make rational and logical decisions, but more than often our decisions are based of emotions.
And using this approach, you successfully put all four sales skills on display. You find out how they last used the pen, emphasize the importance of the activity they last used the pen for, sell something bigger than the pen, you know, get emotions involved. Then close it by making an offer he simply can’t decline.
What if he says he’s not interested in buying your pen? Move on and realize you’re better off spending your time selling the pen to someone else.
So just remember that you’re not selling the pen, but you’re demonstrating how well you can sell a product and if you master the framework and the art of selling. If you think this might help just one person in sales, please share the video with them.
Now I have not come up with this myself but stumbled across it on a senator club article.