Sell me this pen - Job Interview

If you were interviewing for a sales job and the sales manager said, "Sell me this pen" how would you respond?

That's sort of a loaded question, as there has to be a need for a pen before one can be sold. One can obvioulsy "sell" you a pen, but if the buyer doesn't see through the tired old sales methods, there will, at the very least, be a sever case of buyers remorse.

However, if a need is truly determined, and the pen you have to offer is at the minimum - comperable to the vast array of available pens, there is no reason why the sale shouldn't take place on it's own. After all, we are talking about a commodity product here, and if the buyer truly needs a pen, and the pen is a commodity product, shopping the purchase around for "the best price" is a waste of both the buyer and the sellers time if what you offer is comperable.

A purchasing desision to take action and just aquire the pen and move on to the problem resolution at hand is the much better choice, and the buyer should both see an appreciate that.

Would they like the red pen?, or the blue one?

LOL

Tom

Quote:

Originally Posted by TommyMac5

and if the buyer truly needs a pen, and the pen is a commodity product, shopping the purchase around for "the best price" is a waste of both the buyer and the sellers time if what you offer is comperable.

Tom

I am not certain I understand this statement. Comparison shopping is what consumerism is about. They vote with their pocketbook...with their tv remote...with the channel changer on the radio...with subscription dollars...the list goes on and on

The statement simply say's that we are assuming that the guy really needs a pen. If we establish that what he needs is a commodty product, he may save a penny or two by hunting. What is his time really worth?, what problem does the pen represent?, is the actual problem going to suffer or become larger as a result of trying to save a little?, or does it make more sense to accept the fact we are talking about a commodity product so let's get past it - make a sale - and move on to other things.

TommyMac5

Help me understand.

Let's forget the "pen" for a moment. What if the commodity involved is a multi-million dollar commitment in terms of either equipment, ongoing technology support or something of the like. Would you consider it a "waste" of the buyer's time to comparison shop, consider all the variables and the future cost of selecting the wrong product?

Not at all, but the question was "Sell me this pen". I am in the multi-million dollar sales businees, my sales reps sell over a milliopn a year as quota. Our sales cycle is long and involved, and has many people, authorization levels as well as complex insurance and security requirements.

The question was "sell me this pen", the answer was "People don't "sell" any more in the traditonal sense, but if you want me to convince you to buy the very item you're holding - let's make sure you need it. If so, why on earth would you go spend your time, energy and money to save a penny when you can simply keep the item your holding which it pretty much what you'll find in the genral market place."

Quote:

Originally Posted by SpeedRacer

If you were interviewing for a sales job and the sales manager said, "Sell me this pen" how would you respond?

I think you have to find out where he is in the process. Is it a first call on an interested prospect? or Have you found some needs and can talk about benefits? You ned to clarify where this person is in the sales process and go from there.

Susan

TommyMac5

I think when the original poster used the phrase "sell me this pen" it was used simply for reference. Perhaps that is where the confusion lays.

Solid sales practices, whether selling a relatively inexpensive item or a costly one are the same.

Masteri - I agree.

So, do you want the Red one?, or the Blue one?.

TommyMac5

As inexpensive as they seem to be, how about one of each?...haha

	#1
SpeedRacer	Sell me this pen - Job Interview If you were interviewing for a sales job and the sales manager said, "Sell me this pen" how would you respond?

	#2
TommyMac5	That's sort of a loaded question, as there has to be a need for a pen before one can be sold. One can obvioulsy "sell" you a pen, but if the buyer doesn't see through the tired old sales methods, there will, at the very least, be a sever case of buyers remorse. However, if a need is truly determined, and the pen you have to offer is at the minimum - comperable to the vast array of available pens, there is no reason why the sale shouldn't take place on it's own. After all, we are talking about a commodity product here, and if the buyer truly needs a pen, and the pen is a commodity product, shopping the purchase around for "the best price" is a waste of both the buyer and the sellers time if what you offer is comperable. A purchasing desision to take action and just aquire the pen and move on to the problem resolution at hand is the much better choice, and the buyer should both see an appreciate that. Would they like the red pen?, or the blue one? LOL Tom

	#5
Masteri5	TommyMac5 Help me understand. Let's forget the "pen" for a moment. What if the commodity involved is a multi-million dollar commitment in terms of either equipment, ongoing technology support or something of the like. Would you consider it a "waste" of the buyer's time to comparison shop, consider all the variables and the future cost of selecting the wrong product?

Sell me this pen - Job Interview

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