There is a classic sales interview question where the interview pushes a pen towards the interviewee and says “sell me this pen.” You might have seen the question in the movie The Wolf of Wall Street.
How do you Sell a Pen?
Don’t start with the pen.
Start with the person in front of you.
Do they need a pen? “Are you in the market for a pen?” If not: go find someone else who needs a pen.
Can they afford the pen? “What’s your price range?” If not: go find someone else who needs a pen and can afford one.
Can they make the decision now? “Are you looking to leave today with a pen?” If not: go find someone else who needs a pen, can afford one and has the authority to make the purchase.
Don’t push pens at people. “This is a great pen”, “This lasts longer than other pens”, “This is a better colour than our competition”… all nonsense if the person in front of you is not interested in a new pen.
How to sell a Pen
Find people who need pens, can afford them and can decide today.