"Sell Me This Pen." How do YOU respond?

It's a legendary interview question for sales roles that has gained popularity in pop culture as well and exemplifies a salesperson's off-the-cuff ability to sell something tangible on a whim using only their immediately accessible skills.  It's crafted to see how effectively, efficiently and confidently you can jump into your process and yield an exemplary result.

So, how do YOU respond?

Personally, without hesitation, I instantly jump into sales process (which is ALWAYS what you want to fall back on) - excited introduction, fact-finding to determine target customer's current process (their current pen situation, in this case), uncovering of needs and weaknesses in current process that will serve as your mechanism for selling change, and finding their potential desires. Then it's all about presenting a solution that remedies their ills while taking their process to new heights and keeping them from fearing the change. Confidence throughout, and CLOSE!

"Hi there, how are you today? I see you have an XYZ Pen - what are your favorite features about it? That's fantastic! How often do you get it replaced? OK - if you could change anything about the features, what would you change? Is that your favorite color? How often do you use a pen? What are your employees saying about the pen and what is your current ordering process? Perfect - based on what you've told me, I'm ecstatic to say that not only can I make life easier on your writing hand, I can provide a solution that will last longer and need to be replaced less. ABC Pen comes in your favorite color, the grip is firmer and takes less of a toll on your writing hand, plus it lasts twice as long as XYZ. You will save time on having to replace it or on resting your hand after strenuous hours of writing, you'll enjoy all the features you already like but have a more comfortable pen of the color of your choice. Finally, employee satisfaction scores for ABC Pen are higher than XYZ pen and the fact you are ordering them less and your employees will be happier with the product means you have a happier team and save money. In fact, I'm going to leave this pen with you today to sample - we estimate you typically need half the ABC Pens compared to XYZ... I can check on your bundled cost right now; how many would you need to order for your office for this coming year?"

Next up? You'll get the job.

*******************************************************************************

Carson V. Heady has written a book entitled "Birth of a Salesman" that has a unique spin that shows you proven sales principles designed to birth in you the top producer you were born to be. If you would like to strengthen your sales skills, go to https://www.amazon.com/dp/B00ICRVMI2/ref=cm_sw_r_tw_dp_yGXKtb0G

Heady posts for "Consult Carson" serving as the "Dear Abby" of sales and sales leadership. You may post any question that puzzles you regarding sales and sales leadership careers: interviewing, the sales process, advancing and achieving. You will also be directly contributing to his third book, "A Salesman Forever."

Question submissions can be made via LinkedIn to Carson V. Heady, this Facebook page: https://www.facebook.com/pages/Carson-V-Heady/125078150858064?ref=hl , Twitter via @cvheady007 or e-mail at [email protected] or you may post an anonymous comment as a reply to my WordPress blog at the bottom of this page: https://carsonvheady.wordpress.com/the-home-of-birth-of-a-salesman-2010-published-by-world-audience-inc-and-the-salesman-against-the-world-2014/