In "The Wolf of Wall Street" movie Jordan Belfort ( Leonardo DiCaprio ) has visually explained 'how to sell a pen'. We all are impressed by it (right!).
How???
Sell the need first..... Then sell the pen.
What if the person doesn't have the need or he pretends that he doesn't have a need???
In an interview if we come across the question "Sell me this pen?"
this is one of the several methods we can move forward.
Interviewer: Do me a favor, sell me this pen. (reaches across to hand me the pen)
Me: (I slowly roll the pen between my index and thumb fingers.) When was the last time you used a pen?
Interviewer: This morning.
Me: Do you remember what kind of pen that was?
Interviewer: No.
Me: Do you remember why you were using it to write?
Interviewer: Yes. Signing a few new customer contracts.
Me: Well I’d say that’s the best use for a pen (we have a subtle laugh).
Wouldn’t you say signing those new customer contracts is an important event for the business? (nods head) Then shouldn’t it be treated like one. What I mean by that is, here you are signing new customer contracts, an important and memorable event. All while using a very unmemorable pen.
We grew up, our entire lives, using cheap BIC pens because they get the job done for grocery lists and directions. But we never gave it much thought to learn what’s best for more important events.
This is the pen for more important events. This is the tool you use to get deals done. Think of it as a symbol for taking your company to the next level. Because when you begin using the right tool, you are in a more productive state of mind, and you begin to sign more new customer contracts.
Actually. You know what? Just this week I shipped ten new boxes of these pens to Elon Musk’s office.
Unfortunately, this is my last pen today (reach across to hand pen back to CEO). So, I suggest you get this one. Try it out. If you’re not happy with it, I will personally come back next week to pick it up. And it won’t cost you a dime.
What do you say?
Interviewer: Yes.
...............................................................................................................................
Assume that interviewer is not generous as above
.................................................................................................................................
ME: I work for a company that produces pens that are optimized for better handwriting and faster writing, if you are already not using our pen, I would like to show it to you.
ME: Sure, X brand is good too, but do you know your handwriting could improve twice as much by simply switching to our pen, here is my pen, why don't you try writing something yourself, here is the paper, see the magic yourself.
ME: That's no problem, you don't need to buy, if you like it maybe you will tell your friends or gift some child you know who has bad handwriting, you know bad handwriting affects grades in schools, you would be doing someone a favor just by recommending
ME: Just a sentence, this is magic, just see the improvement in your now handwriting
ME: Great idea, since this is my first meeting with you, let me give you a discount of 10% if you buy for your friends and family too, if you buy 5 or more you get a straight 10% off, buy 10 and get 20% off, just this time.
ME: Wish I could, that's beyond my authority, fine, if you can buy 7 you get 15%, please say yes and seal the deal ;-)
ME: Ah by the way, this pen comes with special Ink too, if you buy one bottle...
How???
Sell the need first..... Then sell the pen.
What if the person doesn't have the need or he pretends that he doesn't have a need???
In an interview if we come across the question "Sell me this pen?"
this is one of the several methods we can move forward.
For easy flow of lines assume I am being interviewed.
.......................................................................................Interviewer: Do me a favor, sell me this pen. (reaches across to hand me the pen)
Me: (I slowly roll the pen between my index and thumb fingers.) When was the last time you used a pen?
Interviewer: This morning.
Me: Do you remember what kind of pen that was?
Interviewer: No.
Me: Do you remember why you were using it to write?
Interviewer: Yes. Signing a few new customer contracts.
Me: Well I’d say that’s the best use for a pen (we have a subtle laugh).
Wouldn’t you say signing those new customer contracts is an important event for the business? (nods head) Then shouldn’t it be treated like one. What I mean by that is, here you are signing new customer contracts, an important and memorable event. All while using a very unmemorable pen.
We grew up, our entire lives, using cheap BIC pens because they get the job done for grocery lists and directions. But we never gave it much thought to learn what’s best for more important events.
This is the pen for more important events. This is the tool you use to get deals done. Think of it as a symbol for taking your company to the next level. Because when you begin using the right tool, you are in a more productive state of mind, and you begin to sign more new customer contracts.
Actually. You know what? Just this week I shipped ten new boxes of these pens to Elon Musk’s office.
Unfortunately, this is my last pen today (reach across to hand pen back to CEO). So, I suggest you get this one. Try it out. If you’re not happy with it, I will personally come back next week to pick it up. And it won’t cost you a dime.
What do you say?
Interviewer: Yes.
...............................................................................................................................
Assume that interviewer is not generous as above
How we proceed......
.................................................................................................................................
ME: I was just curious to know which pen do you use currently?
Interviewer: Why do you care?
ME: I work for a company that produces pens that are optimized for better handwriting and faster writing, if you are already not using our pen, I would like to show it to you.
Interviewer: I use "X brand", I am happy with it, I don't need your pen, thanks.
ME: Sure, X brand is good too, but do you know your handwriting could improve twice as much by simply switching to our pen, here is my pen, why don't you try writing something yourself, here is the paper, see the magic yourself.
Interviewer: No really, I don't need another pen.
ME: That's no problem, you don't need to buy, if you like it maybe you will tell your friends or gift some child you know who has bad handwriting, you know bad handwriting affects grades in schools, you would be doing someone a favor just by recommending
ME: Just a sentence, this is magic, just see the improvement in your now handwriting
Interviewer (writes): Ok, not bad, my writing does look cleaner
ME: Yes, and you know what, the more you write with this, the better your handwriting will be
Interviewer:Cool, let me take one of these, i can gift this to my nephew
ME: Great idea, since this is my first meeting with you, let me give you a discount of 10% if you buy for your friends and family too, if you buy 5 or more you get a straight 10% off, buy 10 and get 20% off, just this time.
Interviewer: Ah I don't know, ok i'll buy 5 buy give me 15% discount.
ME: Wish I could, that's beyond my authority, fine, if you can buy 7 you get 15%, please say yes and seal the deal ;-)
Interviewer: Haha, alright, deal.
ME: Ah by the way, this pen comes with special Ink too, if you buy one bottle...
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