BEST ANSWERS FOR "SELL ME THIS PEN/PENCIL" INTERVIEW QUESTIONSell me this pen/pencil, This is most frequently asked interview questions for sale man or even any body can face this questions. So here we come with best answers.
Why this questions asked? by (Mike Hillyer)
As a hiring manager, let me tell you why I'm asking you to sell me the pen:
When I ask someone to sell me an arbitrary thing, I am looking to see if they do discovery or not. I want to know if they are going to learn about my
needs regarding the imaginary product, how I use it, what I liked about my last one, etc.
If I ask you to sell me a toaster and you immediately start telling me about features and benefits, how many slices it can toast, how it can burn in a
picture of Darth Vader, you are not getting hired.
If you ask me how often I toast bread, how many slices I need to toast per hour, what I liked about my last toaster, etc. then you made it through the
If you get asked this question, start asking questions!
ANSWERS WITH CONVERSATIONS
This worked for me:
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?
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 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 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.
Update: I wrote out the full back story. Which include the sales framework I used to easily answer the question, no matter what the CEO said. Best Answer
to "Sell Me This Pen" I Have Ever Seen
Refrence-Ian Adams (Quora.com)
Interviewer: Sell me this pen.
Me: Before I do that, let me ask you a question. Do you have kids, sir?
Interviewer: Yes, two sons. In school. Why?
Me: I hoping they're good at studies. Nowadays, the syllabus is so high that most students gets stressed during exams.
Interviewer: Yes. My younger son freaks out during exams.
Me: Sir, ever wondered how you can make him not feel stressed when he appears for exams?
Interviewer: Yes. How can I?
Me: Gift him a good pen and wish him "All the best" with a hug before the exam. He will feel your presence when he writes with that pen.
Interviewer: Yeah. Sounds nice. What do you have?
Me: I have this beautiful pen with extra-smooth nib and a fitting grip which gives great ease while writing long essays. And it's just Rs. 25 a piece.
Me: Sir, tell you what! You can have two for Rs. 45. You said you have two sons.
Interviewer: Okay. Good.
First, step on to 'WHY he should buy it' and then 'HOW he can use it' and then get down to 'WHAT exactly is it' and voila! Your product is SOLD.
P.S.: This actually didn't happen. I was never asked the question. But this would be my typical approach to these type of questions.
Interviewer: Sell me this pen!
Me: Sure sir. (Lifts the pen)(Drawing out my own Parker and addressing to it) Hello sir! I would like to know - Do you have any children?
Interviewer: Yea, I have a daughter!
Me: Does she go to school yet? What grade is she in?
Interviewer: She's 12 yrs old! She is studying in 7th grade now.
Me: I'm sure soon she must be having exams this season. How does she fare in her exams?
Interviewer: She does really good! She is always amongst the top 3 in her class!
Me: Sir, here I have this Parker!
Just before the exam - I suggest you hold her hands, tell her how great she is gonna do and gift her this pen! It would really give her much needed inspiration to get to the top this time.
Interviewer: How much is it worth?
Me: I'll give you one for 250 bucks.
Interviewer: 250 is way too much, I can only spare a 50.
Me: Then, sir, I think you could try this one(Lifting the pen he gave), <sparing only 50 bucks>, Even with a best of luck hug, you would still need a pen!
And I think this one is good enough. After all, does a daughter really care if her father gifted her a Parker, or just a simple pen with that hearty best of luck!
Interviewer: ok sell me a pen.
Sale Rep picks up a piece of paper and writes something in it and keeps it
Sales Rep: Sir, what pen do you use.
Interviewer: why would I tell you.
Sales Rep: Sir, I think you need this pen. I am X company , we make pen which are integrated with micro-controller which can adjust the space between the page and nip of the pen making it the smoothest pen to write with invariable of how much pressure you apply on it, consistency of the writing is just perfect, there can't be any dark and light ink mark with this. It is also integrated with special technology thus can be used as stylus. It's not just a pen, its a example of human evolution
Interviewer: oh really, show me the pen I will check it.
Interviewer knew sales rep had a ordinary pen
Sales rep: sir use it, please check it.
Interviewer takes it and scribbles it in a page.
Interviewer: sorry it doesn't do what you say.
Sales rep: Really sir, OMG this must be one manufacturing defected pen. Sir please fill this feedback page and write about your displeasure
Brings out the page she wrote at the beginning.
Interviewer: but this says to write with red.
Sales rep: sir, I think you need a red pen. I have one for you.
Brings out a red pen from her pocket.
You could answer similar to the way that reportedly the best salesman in the world answered to Johnny Carson.
While the salesman was a guest on the show Johnny said, "I understand you sold more than any other salesman this year at your firm. How about you sell me something."
The salesman said, "what would you want me to sell you?"
"I don't know, how about this ashtray." Johnny answered.
"Why would I sell you that ashtray?" the salesman replied.
"Well, it is a useful thing to have around, a lot of our guests use it, and it also matches the desk." Johnny answered.
The salesman asked, "How much do you think that ashtray is worth?"
"I don't know maybe $199" Johnny replied.
"Tell you what. You can have it for $50."
Interviewer : Okay, we are almost at the end of interview just one last question. ( takes out pen and keeps it on the table ).
" Sell me this pen ".
Me : Sir are you left handed or right handed ?
Interviewer : I am right handed.
Me : Took out a thousand rupees note from pocket, keeps on the table, picking up the pen and I said him " If you could write your name with left hand with this pen, those thousand bucks are yours. "
Interviewer : Okay give me the pen.
Me : That would cost you a thousand bucks sir.