How To Sell A Pen At Interviews

From a graduate to an experienced professional or a seasoned salesperson, this question will be answered differently.

What's most important is to understand that you don't have to respond immediately. Take a few minutes to gather your thoughts before speaking. A salesperson knows their product well, so you should also be familiar with what you’re selling.

It’s crucial to perfect your response to this question because it could be the key to landing the job.

The novice might make the mistake of focusing entirely on the pen. They’ll extol its virtues: it writes underwater and upside-down, it’s available in the same colors Da Vinci used to paint the “Mona Lisa,” and if misplaced, it will find its way back to you like a loyal dog crossing mountains and rivers to return to its master. Plus, it’s mightier than the sword!

In other words, the novice talks about the pen itself—its features or, if they’re slightly more refined, the presumed benefits of owning such a remarkable pen.

The seasoned professional understands that it’s not about the pen at all. Instead, it’s about the customer, because you can’t sell the pen—or anything—unless you know your customer.

The best approach 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 these questions, you can tailor your pitch to meet the customer’s specific needs. Without these answers, you’re merely guessing and selling features that may not be relevant or benefits that might not apply.

When asked to sell the pen, forget the pen. The principle is always the same: focus on the customer. If you concentrate on understanding the person on the other side of the desk, you'll sell more pens, and it’s not just about job interviews. This approach will also help you sell cars, houses, widgets, or any other product, in any situation where you're making a sale.

Culled from Shimmering Careers