How To Sell A Pen At Interviews

From a graduate, to an experienced person or a professional sales person, this question would be answered differently.
Whats first important is to know that you don't have to respond immediately.
Take 3 minutes to study the pen before shooting off your mouth without thoughts.
A sales person knows his product so you should know what you are selling.

However, its important that you perfect how to answer this question because it may just be all you need to get that job.

The novice makes it all about the pen. The pen writes under water and upside-down. It’s available in the same colors Da Vinci used to paint the “Mona Lisa.” If you misplace it, it will sprout legs and find its way back to you like a faithful dog crossing mountains and rivers to find its master.

Plus, it's mightier than the sword!

In other words, the novice talks about the pen. He concentrates on its features or, if he’s a bit more polished, on the presumed benefits of owning this miraculous pen.

The seasoned professional knows better. He knows that it’s not about the pen at all. Instead, it’s about the customer, because you can’t sell the pen – you can’t sell anything – unless and until you know whom you’re selling it to.

The best approach, then, starts with questions, not statements.
1. When do you use a pen?
2. What do you use it for?
3. Do you use it for jotting quick notes on the fly or for signing important documents?
4. How long have you been in the market for a pen?
5. When did you last use one?

Once you have answers to those questions, you can start to position what you’re selling so that it fits your customer’s needs. Without those answers, you’re whistling in the dark, selling features that don’t matter and benefits that don’t apply.

When asked to sell the pen, forget the pen. It makes no difference what’s for sale. The principle is always the same.

What matters is the customer.If you remember to put your efforts into knowing the person on the other side of the desk, you’ll sell a lot more pens, and it’s not just about the job interview. You’ll also sell a lot more cars or houses or widgets or gizmos, and you'll sell them anywhere you’re trying to make a sale.

Culled from shimmeringcareers

1 comment:

  1. Your articles have been of great help to me. I will like to ask two questions.
    1. Why do interviewers not make this aspect of the interview interactive. They make you feel it's all about the item for sale not the customer.
    2. How can I manoeuvre victoriously out of this stage?