What is the Best Answer for "Sell me this Pen" in Interviews? - PrepareInterview.com


Saturday, December 19, 2015

What is the Best Answer for "Sell me this Pen" in Interviews?

sell me this pen
It is not necessary to explain the specialty of the pen you are selling but this question is to see if you understand what selling is all about.

Here is how exactly you can approach:
 - First investigate client's needs by asking questions about their situation,
 - Address those needs with the product capabilities in a way that creates clear and significant value in their minds,
 - Convert this value into cash. That is the point of the test:  to see if you can discover the needs, develop a solution, and close the deal.

Now see how it goes..

CEO: Do me a favor, sell me this pen.

Me: When was the last time you used a pen?

CEO: This morning.

Me: Do you remember what kind of pen that was?

CEO: No.

Me: Do you remember why you were using it to write?

CEO: Yes. Signing a few new customer contracts.

Me: Well I’d say that’s the best use for a pen (we have a subtle laugh).

Wouldn’t you say signing those new customer contracts is an important event for the business? (nods head) Then shouldn’t it be treated like one. What I mean by that is, here you are signing new customer contracts, an important and memorable event. All while using a very unmemorable pen.

We never gave it much thought to learn what’s best for more important events.

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.

Actually. You know what? Just this week I shipped ten new boxes of these pens to Elon Musk’s office.

Unfortunately, this is my last pen today (reach across to hand pen back to CEO). 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?

CEO: (picks jaw up off floor)  Yes.

Here is the simple sales framework for "sell me this pen" in short.

1. Listen and Gather the information (like finding out how they last used a pen)
2. Respond to the information (emphasize the importance of the activity they last used a pen)
3. Deliver the information (sell something bigger than a pen, like a state of mind)
4. Closing (ask for the buy)

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