What’s the very first thing that involves your thoughts when requested, “promote me this pen?”
Lots of you’ll bear in mind this query from Martin Scorsese’s The Wolf of Wall Road when Leonardo DiCaprio, taking part in Jordan Belfort (a Nineteen Nineties penny stockbroker), asks some salespeople at a convention to promote him a pen.
As a result of film’s large success, “promote me this pen” caught salespeople’s consideration quickly. Gross sales professionals would keep glued to their chairs, ready to leap off with a mind-boggling response. Nevertheless, it did not take lengthy earlier than it grew to become a cliche as shortly because it grew to become a favourite.
What everybody forgot was the primary thought behind the query, making it sound outdated. Calling it a “query” is the primary massive mistake you would make. Though impressed by the film, it’s an idea that’s been round for a few years within the gross sales teaching area.
“Promote me this pen” is a trick query that belongs to a widely known “promote me this” household, generally requested throughout gross sales job interviews. Right here, a pen is simply one other object on the market. Irrespective of how good it’s, it definitely would not reply your query when you concentrate on solely the pen’s options. Let’s talk about how promoting a pen goes past a convincing pitch.
The idea of “promote me this pen”
As defined above, “promote me this pen” is a well-liked job interview query, primarily utilized in a gross sales interview. Earlier than we proceed searching for the right reply, let’s be taught extra about its primary idea utilizing an instance salesperson, Adam, interviewing for a gross sales job.
A hiring supervisor offers Adam a pen and asks him to promote the pen. Adam tries to search out a solution that the interviewer desires. He discusses how sturdy it’s, what materials it is fabricated from, how easily it really works, and so forth. The hiring supervisor intervenes occasionally and questions the whole lot Adam mentions concerning the pen’s options. Adam couldn’t sustain with the interviewer’s tempo and shortly offers in.
The interviewer needed to check Adam’s method to the query. The interviewer may have changed the pen with one thing else like a pencil or an apple. No matter the kind of object, the method determines when you reply it accurately.
“Promote me this pen” exams gross sales abilities and the power to grasp clients’ wants earlier than making a gross sales pitch. What if somebody you need to promote a pen to does not use a pen in any respect? What in the event that they use a ballpoint pen, however you’re promoting a gel pen? How would you discover out what the pen’s purchaser desires from it? How will it profit them?
“Promote me this pen” isn’t a giant puzzle to unravel. It is a easy query that’s requested in a twisted solution to see in case your method can flip the tables. It helps the top individual assess the way you assume and act in a state of affairs, dodge or face it, and the way you have a look at it from a buyer’s perspective.
The way to reply “promote me this pen” in an interview
You may most likely sort “promote me this pen” on Google and get many solutions to it. The subsequent time somebody asks you to promote them a pen, try to be prepared with the right resolution. However do you assume it’ll be the best solution to method it, following the nice outdated “copy and paste” technique? Even when you get one of the best reply on the internet, would you have got the boldness to share your ideas on the idea?
Let’s study this a bit extra. The interviewer would immediately know when you shoot a one-liner like this one from the film:
Jordan: Brad, promote me this pen.
Brad: Might you do me a favor? Why don’t you write down your identify on that serviette for me?
Jordan: I don’t have a pen
Brad: Precisely! Provide and demand.
This little alternate may sound fairly cool and on level, but it surely’s a go-to line for each respondent, making it a radical cliche. It may possibly nonetheless provide you with slightly thought of going about this query and following step one to grasp your purchaser’s particular wants.
Listed below are just a few easy steps to comply with to make sure you reply to this query with the best method and the best perspective:
Deal with it as a real-life state of affairs
When requested to promote the pen, most of our ideas revolve round discovering the best reply. We deal with it as a query and never a real-life state of affairs. When you look intently, it’s a real-life gross sales state of affairs within the type of an issue.
Suppose you’re assigned a gross sales job to promote a brand new line of pens. How would you go about promoting them? Are you aware your potential clients? The place they exist, what their likes and dislikes are, in addition to their wants and preferences?
Consider a gross sales technique for each present and new clients. It could assist to have a recent perspective when met with such questions, which helps form your method to a state of affairs. When you handle it the best approach, you received’t crack solely this one, however a number of comparable issues.
Ask earlier than you inform
At any time when it involves a query, our first intuition is to complete it off with a bang. It might work with casual conversations, like speaking to buddies however calls for a distinct outlook in a enterprise setting.
Once you encounter a difficult query like this, the very first thing that you must do is be taught extra about your purchaser. Ask them just a few extra inquiries to know why they use a pen, after they use it, and how much pen they use. Assess and perceive your purchaser’s wants.
You possibly can’t effectively promote one thing with out understanding your potential buyer. To determine if a purchaser’s curious about your product, that you must introspect. Consider the final time you tried to promote one thing, perhaps in a earlier job. What did you find out about your consumers? Join it with a qualifying query and discover out what precisely they want.
A great salesperson at all times takes the buyer-first method, which entails understanding:
- What do they need?
- Why do they want it?
- When do they want it?
- The place do they use it?
- How do they use it?
Preserve the best perspective
Angle issues! Having the best perspective on this setting is an important ability for a salesman. Interviewers assess this high quality in any respect factors throughout the interview course of as a result of they want somebody with that perspective and confidence to crack offers. They want somebody who’s an issue solver and clever and fast at analyzing a state of affairs and countering objections.
A sale requires speedy evaluation, but it surely’s additionally a sluggish and gradual course of. You possibly can’t simply inform one thing like how a pen writes, that it has blue ink, and promote it. It’s worthwhile to be affected person along with your purchaser all through the shopper journey. Even when you make a gross sales pitch, it doesn’t imply you’ve offered the pen. Thus, retaining the best perspective is important.
When you get requested this query in an interview, all that you must do is keep calm and pay attention fastidiously. Make eye contact along with your interviewer and converse confidently. Observe steps one and two earlier than you give out any solutions. And be sure to ask to be taught extra concerning the purchaser.
Observe gross sales greatest practices
It’s simple to get misplaced in a gross sales state of affairs that appears sophisticated and requires an in-depth understanding. Be it an interview or a real-life state of affairs, following gross sales greatest practices at all times turn out to be useful to rescue you from a fancy gross sales course of. A few of these practices to comply with are:
- Be optimistic. Study to be a problem-solver with a optimistic outlook irrespective of how tough the state of affairs. Positivity offers you the keenness and motivation to deal with challenges.
- Study to skim your phrases. You possibly can endlessly go on about describing the options of the pen with out making any actual sense or bringing out the precise worth of your product. Study to summarize your solutions and pitches utilizing the correct mix of energy and emotion.
- Be current. All your senses ought to operate harmoniously, particularly when listening to the questions. Actively hearken to the end-person and slowly course of the data to keep away from getting misplaced in translation from the speaker’s phrases to your interpretation.
- Use gross sales negotiation. Observe gross sales negotiation strategies to speak successfully throughout a bargaining dialog to make sure each events are equally concerned and mutually profit from the negotiation.
- Present closure. Gross sales reps usually neglect to shut a pitch. When you’re promoting a pen utilizing one of the best gross sales pitch attainable, describing the distinctive promoting factors (USPs), options of the product, and also you clarify the whole lot however don’t shut your speech, all of your efforts can be in useless. It’s worthwhile to fulfill your clients, and that satisfaction comes from offering closure.
There’s no proper or improper reply
The way you reply “promote me this pen” relies upon completely in your judgment. To a query with a number of solutions, we are able to’t filter out the opinions making an attempt to search for the best one. The reply to this query is aware of no boundaries, and the probabilities are infinite. So long as there are potential wants, there’ll be an answer to these wants.
A fast tip is to not get trapped into one of the best reply bait. It’s not too tough to record down just a few notable solutions to get you going and killing an interview course of, however what when you give you an issue in a real-life gross sales state of affairs? Would simply a solution work?
Think about “promote me this pen” as a possibility to develop a sensible method to promoting. You reply in just a few phrases, but it surely offers you a large number to be taught. “Promote me this pen” is a powerhouse of studying about your consumers and the best gross sales strategies to make use of and creating gross sales abilities and the best perspective to take care of something that comes your approach.
Now that you just’ve discovered what an interviewer is perhaps searching for in a salesman, discover out in case your future office can inspire you with these gross sales motivation strategies.