How to Handle the “Sell me This Pen” Challenge Successfully

Is there a need for a new pen? If not, is there a desire for a new pen?

Needs and wants are what drive the majority of customers, and great sales professionals can tap into a customer’s pain points to address these needs and desires. The easiest product to sell is one that the customer needs. But if a customer doesn’t need the kind of pens you sell, hypothetically, it’s your job to make them want one. In this case, highlight the ways this new pen might be better than the one they have. Consider how the pen writes, for example. Is it smooth and reliable? Does it feel good to hold?

What features of the product are notable?

Some people will only write in blue ink while others prefer black ink. Certain people prefer ballpoint pens to any other type. These are the aspects you must think about when trying to give a sales pitch in your job interview. Talk about the specific features of the pen and focus on how they could benefit a customer.

How can you connect with the customer on a personal level?

They say a good product sells itself, but this isn’t always true. In many cases the rapport that a salesperson builds with the customer is all-important. Be friendly and positive, and use active listening skills to ensure that the person you are talking with feels seen and heard. These kinds of skills are useful in every area of life. What helps you sell a pen could also help you negotiate a better salary!