Sell me this pen. Sharing the Secret !

I love writing, mostly when I can help people and get them to know something new.

Otherwise today, I'm going to write about one of the oldest and most famous concept ever !

Let me give you a little background first.

Since last year I'm hosting Networking Training for SMEs and Individual Enterprenuers. The session consists in a first part of getting to know each other, followed by an intro to the training. After the actual content and before the practice, I always leave a lot of room for questions, as in my opinion, networking and relationship skills really vary based on each and single person.

During the Q&A section of my last Training on October, - and here is were the article picks up, I promised ! - totaly out of the blue one of the attendees asked me: "Simone, I want to be a great sales girl, however I don't even know how to address the Sell Me This Pen question. What is the right answer for it?"

Now, I wasn't giving a Sales Training, but I wanted to provide my feedback to this proactive question. I believe the interviewer is not looking after the right or wrong answer, he/she is probably judging the sales process, the creativity, the attitude that you are going to use. The interviewer will pay attention to your non-verbal communication skills, how ready you are to sell something on the spot, as well as your value proposition and understanding of the client needs.

However, I do have an answer that I developed with some unique inputs that you still haven't found in previous reading you had about this matter. I believe you might use it to take out few tips :)

So I start sharing my little secret with my students ...

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A: Sell me this pen. (Interviewer moving the pen towards my hands)

B: May I ask, what do you normally use to sign your employees checks or an employment contract? (hiding the pen at first)

A: I use a pen to sign documents.

B: There you go. (Pointing your finger towards the interviewer and pause). That's the answer I get all the time. "A" pen, no specifications. That's probably because you underestimate the tool that will actually help you achieving your goals.

You see (slowing down your tone and showing another pen) this is my "Deal Pen".

I used it for all the contracts I have closed in the past 3 years. My clients understand the importance of our agreements when I use this luxury tool, not a normal pen that you can steal from the hotel room or a chewed Bic pen.

My Deal Pen provides the event with importance and I use it for memorable situation.

This is my personal tool, unfortunately I ran out of this specific brand (negative input to create suspense and desire in the customer).

However you can use this one (showing the original pen and pause).

I'll leave this with you (dropping the pen near the hands of the interviewer) and I reach out next week to finalize the payment, so you have time to familiarize using the pen (acting like you are packing your stuff and you are ready to leave).

Actually, I can do better than that (proving extra effort towards your customer)

Next week, I'll bring you the invoice and I'll also pick up the same luxury model of my Deal Pen, perhaps you might want to upgrade already and have the best (value proposition) Write here your number with your new pen so I can contact you.

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DONE!

Not only you were able to sell the pen, but you also have the chance to upsell with a more expensive model !

Additional tips about "Persuasive Sales" in line with the concept of the National Associational of Sales Professionals :

• Don't give the chance to your client to refuse, never ask: "What do you think about it ?" = Rookie mistake.
• Your non-verbal communication, voice tone, body language is fundamental !
• Establish a common ground
• Point out benefits, value proposition
• Follow SMART approach to reach the goal

Hope you enjoyed your reading and you were able to improve your knowledge on this matter ! Write me a message or an email if you like to have a chat and brainstorm together : [email protected]

P.S.: As a good Sales person you should always have OPTION B, but I don't recommend it :)

OPTION B : While interviewer passes you the pen put it immediately in your bag or in your pocket. Then continue the interview changing the topic or talking about your CV experiences, as he/she has never asked you about the pen.

At the end while leaving, the interviewer will ask his/her pen back, and of course he/she can have it back... but with a cost ... ! Mission accomplished, he/she will need to buy back their pen from you :) !