Heena Mansuri

Business Development Executive | Content Writer | Blogger

Best Answer to Sell Me This Pen

April 4, 2017 3,729 Likes 234 Comments

I personally never thought anyone would actually say, sell me this pen in a sales
interview. I was wrong. It will happen to you too. And to avoid panic, you should know
exactly what to say back.

I am going to give you the right sales framework to respond perfectly every time. The
point is, one day it will happen to you and I want you to be prepared. Because if you
start to describe how smooth the pen feels and how shiny the pen looks,just like you
saw in the Wolf of Wallstreet

You probably wont get the job. You can memorize the script, but more importantly,
memorize the sales framework at the end.

Here you go

CEO: Do me a favor, sell me this pen.(reaches across to hand me the pen)

Me:(I slowly roll the pen between my index and thumb fingers.)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 Id say thats the best use for a pen(we have a subtle laugh).

Wouldnt you say signing those new customer contracts is an important event for the
business?(nods head)Then shouldnt 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 veryunmemorablepen.

We grew up, our entire lives, using cheap BIC pens because they get the job done for
grocery lists and directions. But we never gave it much thought to learn whats 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
toEmaars Head Office and 15 to Damac'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 youre not happy with it, I will personally come
back next week to pick it up. And it wont cost you a dime.

What do you say?

CEO: (picks jaw up off floor)Yes.

------------------------

See how simple that was. The CEO loved it. Why?

Heres the simple sales framework I used to answer sell me this pen. Memorize it for
yourself.
 1. Find out how they last used a pen (gather info)

2. Emphasize the importance of the activity they last used a pen (respond to info)

3. Sell something bigger than a pen, like a state of mind (deliver info)

4. Ask for the buy (closing)

Remember, its not about actually selling a pen. Its about showing how well you can
sell a product.

And even though there are aninfinite number of answers to this interview question, its
easy to memorize a simple formula. Take 15 minutes today to practice the script above. I
promise you will benefit. Plus, would you mind doing me a favor. Share this with ONE
person in sales. It could save their career.

Source : http://senatorclub.co/best-answer-to-sell-me-this-pen-i-have-ever-seen/

Regards,

Heena Mansuri

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Written by

Heena Mansuri
Business Development Executive | Content Writer | Blogger

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3,729 likes 234 comments

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Dmitry Lelchuk
CEO: sell me this pen
ME: <pick up pen and start walking away>
CEO: hey where are u going? u have my pen!
ME: that would be $10

The key thing to remmember, my sales friends, is that at best you are managing the buying
process. You are never managing the selling process. There is no such thing, no matter what
you saw in Glengaery Glen Ross. If there is no product need, there is no deal. Always Be
Creating Demand. ABCD.

Like(4) Reply(2) 1 day ago

Heena Mansuri, Iman Syahputra Situmorang, David Marlow, +1

Greg McGiffney
Industrial Field Sales and Technical Marketing Leader at Shepard Bros. Inc.

Are you managing a transaction or building a relationship? What if you asked a

simple question: do you have a smartphone? If the answer is no, then ask how
would pen be used. If yes, then ask : why do you need a pen, when you already
have a smartphone? Let the customer answer the why, and then you can offer a
real solution. A pen can be purchased anywhere - but can the customer buy your
solution anywhere or without you?

Like(1) 1 day ago

Heena Mansuri

Jacinto Mendoza, MBA

Marketing & Business Development Director

Creating a bigger need than a mere pen is creating demand. Though I would have
to say demand creation is primarily a Marketing role, demand fulfillment, a Sales
role.

Like(1) 1 day ago

Heena Mansuri

Randall Kramer
Designer & MAKER of Custom Furniture + Furnishings

.Its sort of a trick question. Because when you say to a salesman, Sell me this pen, you might
find some will say to you, This is a great pen, this pen writes upside down. It defies gravity, this
pen is the cheapest pen on earth, this pen will never run out. Theyll say all the reasons the pen
is good, theyll start telling you the features, and the better ones will give you the benefits too.
But thats not what the real answer is.

The real answer is, before Im even going to sell a pen to anybody, I need to know about the
person, I want to know what their needs are, what kind of pens do they use, do they use a pen?
How often do they use a pen? Do they like to use a pen formally, to sign things, or use it in their
everyday life? The first idea is that when you say Sell me this pen, I want to hear [the
salesman] ask me a question. So tell me, how long have you been in the market for a pen? I
want them to turn it around on me and start asking me questions to identify my needs, what
Im looking for. And if you do that, people dont know what to do. Next thing, he is answering,
and now Im controlling the conversation, finding out exactly what he needs.

Like(4) Reply(2) 3 days ago

Georgi Georgiev, Heena Mansuri, Michael A. Protheroe, +1

Designer & MAKER of Custom Furniture + Furnishings

Randall Kramer, what do you say, if the input received from the client means the
pen you have to sell is a misfit? Do you try to morph it into being a good choice, or
do you choose to be honest and offer to find a solution that suits his needs?

BTW, I enjoyed seeing your recent work. Nice work.

Like(2) 3 days ago

Domonique Qualls and Randall Kramer

Randall Kramer
Designer & MAKER of Custom Furniture + Furnishings

Once I have that, I say, You know, Bill, based on what youve just said to me, the
pen I have here is the perfect fit. Let me tell you what its about Then you can
tell them about what you have, because youre filling a need. Most average or
newbie salespeople think that theyre supposed to sell you the pen, when a really
seasoned salesperson will actually turn it into a qualifying session to find out
what you need. Thats the truth of it. Its like trying to sell someone a house and
you dont know if theyre in the market for a house, what kind of house they want,
how many kids so how can you sell someone a house? Thats the point.

Like(3) 3 days ago

Domonique Qualls, Randall Kramer, and Michael A. Protheroe

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