If you've ever sat in a sales or marketing interview, there's a good chance you’ve encountered the classic request, “Sell me this pen.” At first glance, it may seem like a simple or even trick question, but it’s designed to test your sales skills, your ability to think on your feet, and how well you can understand and respond to the needs of a customer.
Before diving into how to answer, it’s important to understand why interviewers ask this question. "Sell me this pen" is not just about the pen. It’s an opportunity for the interviewer to assess:
Now that we know what interviewers are looking for, let’s explore how to craft a great answer.
The best way to sell anything is to understand the buyer’s needs. When faced with the "Sell me this pen" scenario, your first move should be to ask questions. This shows that you're focused on the customer, not just the product. Start by asking questions like:
By asking these questions, you're gathering information that will help you tailor your pitch to the buyer's specific needs. This approach shifts the conversation from a generic product pitch to a personalized solution, which is much more compelling.
Once you’ve identified what the customer values most, focus on how the pen meets those specific needs. For example, if the customer values comfort, highlight the ergonomic design. If they care about quality, focus on the durability or the smoothness of the ink.
Here’s an example:
By matching the pen’s features to what the customer is looking for, you demonstrate that you understand their needs and can provide a solution tailored to them.
A great sales pitch also involves creating a sense of urgency or demonstrating the unique benefits of your product. Think about why the customer would need to buy the pen now rather than later, or why they should choose this pen over others.
For example, you could say:
Here, you’re encouraging the customer to act quickly and positioning the pen as a valuable investment.
After you’ve asked questions, aligned the product’s features with the customer’s needs, and created a sense of urgency, it’s time to close the sale. In sales, this means guiding the customer to take action.
A simple way to close is to ask for a decision directly:
By confidently asking for the sale, you show the interviewer that you’re not afraid to close the deal, a key trait of successful salespeople.
Here’s an example of how you can use these steps to answer the “Sell me this pen” question:
Interviewer: "Sell me this pen."
You: "Great! Before I tell you about the pen, can I ask how often you use pens and what you usually look for when purchasing one?"
Interviewer: "I use pens daily, mostly for signing contracts and documents. I need something reliable and professional-looking."
You: "Got it. This pen is perfect for someone like you. It has a sleek, professional design that looks great in any setting, whether you're in a client meeting or at your desk. The ink flow is smooth and consistent, ensuring your signature looks crisp and clean every time. And because it's made with durable materials, it won’t wear out quickly, so you can rely on it for long-term use. Since you use pens daily for important documents, this pen will add that extra touch of professionalism you’re looking for."
You: "Would you like to give it a try and see how it elevates your daily tasks?"
This response follows the STAR method, which I’m sure you’ve noticed we highly endorse around here.
Remember, the key to success in any sales scenario is to focus on the customer’s needs, remain confident, and guide the conversation toward a solution. With practice, you’ll be able to answer this question with ease and leave a lasting impression on your interviewer.