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

Updated June 18, 20221.4k

When a recruiter asks you to sell them something in a job interview they are assessing a number of critical skills. Do you know the best way to answer this question?

“Sell Me This Pen”

While the “sell me this pen” interview question was popularized by the movie The Wolf of Wall Street, which chronicled the life of stockbroker Jordan Belfort, it has been a common question in sales interviews for a long time. The way you answer this question could have a big impact on how well your job interview goes. If you are well-prepared for your interview, however, your response to this trick question could be the one that puts you over the top!

Why Do Interviewers Ask the “Sell Me This Pen” Question?

Believe it or not, there is a specific reason for hiring managers asking this question and while there is no single right answer, your interviewer wants to hear certain points in your response. The basic purpose of this kind of interview question is to see if a candidate is a good salesperson, but some interviewers might offer this challenge even if the job description doesn’t involve sales. This is because they want to see if a candidate can think on their feet and react to unexpected situations in real life.

Elements To Include in Your Response

When your interviewer asks this question, there are several key components you will need to consider: The specific needs of the hypothetical customer, the features of the product, and what you can do to make the product more attractive to them. If we use the example of a new pen, you could consider these factors:

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!

The Biggest Mistakes To Avoid in Your Answer

There is no single right answer to this kind of question, but there are right ways to answer this job interview question. The two biggest mistakes that interviewees make when answering this question are:

Replicating the Wolf of Wall Street scene

The scene where Jordan Belfort asks his friend to sell him a pen is one of the most memorable in the movie. His friend famously asks him to write his name and when Belfort says he doesn’t have a pen, his friend quips “supply and demand.” This may seem very clever, but you should not do this in a job interview. First and foremost, remember that the movie is about someone who falls into disrepute, and legal trouble, for unethical sales practices. Secondly, creating a sense of false scarcity is known as a high-pressure sales tactic, and this is considered very bad etiquette. Employers want salespeople who make customers feel valued and build long-term relationships.
Lying about the features of the pen

Lying to make a sale is never something employers want you to do. Not only will this be likely to result in the return of the item and a complaint, but it will also tarnish the business’s reputation in the long term. Be honest about the features of the pen that you have been asked to sell and show how they could be useful.

FAQ: “Sell Me This Pen”

How can I improve my sales skills?

The best salespeople are those who have strong communication skills, great empathetic abilities, and a good understanding of what they are selling. If you want to improve your sales skills, whether you intend to work as a cosmetics salesperson or a stockbroker, you should first focus on improving your people skills.

Will interviewers ask me to sell something other than a pen?

Though a pen is the most common item, thanks to Leonardo DiCaprio’s performance in The Wolf of Wall Street, there are many different iterations of this question. Some interviewers may ask you to sell them something relevant to the role. For example, you may be asked to sell a car if you’re applying to be a car salesperson.

How can I tell if my interviewer can assess my sales abilities?

Not every hiring manager who asks this interview question will be assessing your sales technique in detail. In some cases, they may just be asking this as a curveball because they want to see how you react to unexpected or stressful situations. Remember that there is no single right answer. The quality of your sales pitch will depend on your interpersonal skills and your attitude. Maintain a can-do attitude and think about the hypothetical customer’s needs.

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About The Author

Cindi Cervone Carlson

Cindi Cervone Carlson is a Senior Vice President for Challenger, Gray & Christmas, Inc. Cindi is responsible for developing, delivering, and implementing a dynamic, world-class organization dedicated to delivering outplacement consulting, training, support, and executive coaching. Cindi started her career at Challenger as a client who had lost her job. Over the past nine years, she has risen from an entry-level, part-time professional to Senior Vice President.