Key takeaways<\/p>\n\n\n\n
- \n
- “Sell me this pen” is one of the most popular job interview questions.<\/li>\n\n\n\n
- If you\u2019re looking for a job in sales, it\u2019s a good idea to be prepared for this question. <\/li>\n\n\n\n
- There are good approaches and bad approaches to this question and your response could be a game-winner or a deal-breaker.<\/li>\n\n\n\n
- Learning how to answer this question can help you improve your employability and distinguish you from other job candidates.<\/li>\n<\/ul>\n<\/blockquote>\n\n\n\n
Sell me this pen: Why do interviewers still ask this?<\/strong><\/span><\/h2>\n\n\n\n
The “sell me this pen” or “sell me this product” question has become extremely popular, and most interviewees are likely to have an answer prepared. Over the years, interviewers have tweaked the question to replace the word pen with sunglasses, books, files, and whatnot. While the product changes, the question remains the same. So, why is this question still popular? And no, it’s not just because it’s an easy question to ask.<\/p>\n\n\n\n
The reason the “sell me this pen” question comes up regularly in interviews is because it’s a quick, comparatively easy way of checking a candidate’s sales tactics. Not to mention, the popularity of the sell me this pen question also allows interviewers to test a candidate’s confidence, communication skills, level of preparedness, and creative approach.\u00a0<\/p>\n\n\n\n
SEE: WHAT MOTIVATES YOU: How To Answer This Tricky Interview Question<\/a><\/strong><\/p>\n\n\n\n
Here are the major reasons why interviewers ask questions on how to sell a product in an interview: <\/span><\/h5>\n\n\n\n
- \n
- Assessing your sales approach. <\/strong>Sales reps use several different approaches to sell. From creating a value-proposition for the customer to catering to a customer’s desires. With this question, interviewers want to understand how you approach sales. Simply put, it’s a way to see your sales pitch. <\/li>\n\n\n\n
- Assessing your communication skills and confidence.\u00a0<\/strong>Good communication and confidence are not just required for a sales position, but for any role you apply for\u2014even in B-schools. How you answer the “sell me this pen” question can go a long way in showing whether you can communicate confidently or not.\u00a0<\/li>\n\n\n\n
- Assessing problem-solving skills<\/strong>.\u00a0At its core, the interviewer is creating a problem by asking the “sell me this pen” question. The way you solve this problem indicates your approach to the commonplace problems you may encounter during the sales process or in school. And here, your answer speaks volumes about not just your problem-solving skills, but also your attitude toward problems.\u00a0<\/li>\n\n\n\n
- Assessing your creativity<\/strong>. If you’re straight away jumping into your well-rehearsed and prepared “sell me this pen” answer, you’re doing it wrong. The popularity of this question indicates that the most common answers are done to death. This is why, now this question is also a way for an interviewer to see how creatively you solve a problem or approach a situation. <\/a><\/li>\n<\/ul>\n\n\n\n
There are generally three standard responses to this question \u2014 each of which illustrates one of the three selling styles typically used by salespeople.<\/p>\n\n\n\n
The value-added approach<\/strong><\/span><\/h3>\n\n\n\n
Also known as value-added selling, this is where you attempt to create interest by highlighting the various features of the product that make it desirable. You may say something like:<\/p>\n\n\n\n
- \n
- “This pen is gold \u2014 that positions you as a person of value to your peers.”<\/em><\/li>\n\n\n\n
- “This pen has refillable ink cartridges, so you’ll never need to buy a new one.”<\/em><\/li>\n\n\n\n
- “Compared to others, this pen is very smooth and comfortable to hold.”<\/em><\/li>\n<\/ul>\n\n\n\n
Most people without selling experience will use this method because it is the most straightforward. However, the problem with value-based selling is that you show zero knowledge of what the buyer feels is important to them. There’s been no\u00a0discovery. You’re making blind inferences with your assertions of value.<\/p>\n\n\n\n
To put it bluntly, you’re shooting in the dark. If you’re lucky, one of your guesses will stick, but more often than not, it cuts you off.<\/p>\n\n\n\n
The solution-based approach<\/strong><\/span><\/h3>\n\n\n\n
This is when you successfully ask questions about what the prospect looks for in a pen and if they have any problems with my current one. Then, you build the case that the pen will solve their needs.<\/p>\n\n\n\n
- \n
- “What is the most important thing for you when buying a pen?”<\/em><\/li>\n\n\n\n
- “What color pen are you in the market for?”<\/em><\/li>\n\n\n\n
- “What were the strengths and weaknesses of the last pen you owned?”<\/em><\/li>\n<\/ul>\n\n\n\n
This may be your strong suit if you have a background in enterprise sales. However, you may still hit a roadblock when the questions lead to a conclusion where the customer needs a solution you can’t offer.<\/p>\n\n\n\n
For instance, you can find out if a customer is in the market for a pen, but they may need a red one when you’re only selling black. Plus, there’s no guarantee a buyer will keep answering your questions. They might not even be interested in talking about their problems with someone they don’t know.<\/p>\n\n\n\n
The solution-based approach is better than the value-added one, but there’s still a good chance it’ll take you nowhere. <\/p>\n\n\n\n
The problem-creation approach<\/strong><\/span><\/h3>\n\n\n\n
Problem creation is, without question, the best way to “sell me this pen.”<\/p>\n\n\n\n
Reps who use this tactic establish a clear “ladder” for buyers to follow using questions that make them concerned about problems they didn’t even know about in the first place.<\/p>\n\n\n\n
With this approach, the buyer arrives at a pre-set conclusion, which the sales representative has orchestrated. This is the best possible outcome. If you can successfully take this route, then you have the kind of grip on the sales process that every hiring manager wants to see.\u00a0<\/p>\n\n\n\n
Pro tip: This is a common\u00a0sales interview question<\/a>. A sales interview is an open opportunity to sell yourself and show off your sales skills\u2014know what questions to expect, prepare your answers, practice your pitch, and show up confident for the big day.<\/p>\n\n\n\n
- “What color pen are you in the market for?”<\/em><\/li>\n\n\n\n
- “This pen has refillable ink cartridges, so you’ll never need to buy a new one.”<\/em><\/li>\n\n\n\n
- Assessing your communication skills and confidence.\u00a0<\/strong>Good communication and confidence are not just required for a sales position, but for any role you apply for\u2014even in B-schools. How you answer the “sell me this pen” question can go a long way in showing whether you can communicate confidently or not.\u00a0<\/li>\n\n\n\n
- Assessing your sales approach. <\/strong>Sales reps use several different approaches to sell. From creating a value-proposition for the customer to catering to a customer’s desires. With this question, interviewers want to understand how you approach sales. Simply put, it’s a way to see your sales pitch. <\/li>\n\n\n\n
![\"\"](\"https:\/\/businessyield.com\/wp-content\/uploads\/2024\/03\/How-to-respond-to-sell-me-this-pen.jpg\")
<\/figure><\/div>\n\n\n