Think about strolling right into a job interview and, with none introduction, the interviewer picks up a pen from the desk, holds it as much as you, and tells you to reply the query, “Promote me this pen”. At first, chances are you’ll be flustered, as a result of it’s her pen, isn’t it? Why does she need you to promote her personal property to her? Or did she maybe borrow the pen from one other division, and he or she desires you to promote it to her so she will declare correct possession?
In case you assume alongside these traces, then, I’m sorry to say, however your possibilities of getting that job simply bought slimmer. The query shouldn’t be some technique in a pen-ownership warfare; reasonably, it’s to assist the hiring supervisor assess your gross sales expertise and strategy, no matter whether or not you’re making use of for an entry-level or extra senior place. The way you reply to these 4 phrases can inform you numerous about how—and the way effectively—you’ll promote.
Key takeaways
- “Promote me this pen” is among the hottest job interview questions.
- In case you’re on the lookout for a job in gross sales, it’s a good suggestion to be ready for this query.
- There are good approaches and dangerous approaches to this query and your response could possibly be a game-winner or a deal-breaker.
- Studying how you can reply this query may also help you enhance your employability and distinguish you from different job candidates.
Promote me this pen: Why do interviewers nonetheless ask this?
The “promote me this pen” or “promote me this product” query has change into extraordinarily well-liked, and most interviewees are prone to have a solution ready. Through the years, interviewers have tweaked the query to switch the phrase pen with sun shades, books, recordsdata, and whatnot. Whereas the product modifications, the query stays the identical. So, why is that this query nonetheless well-liked? And no, it’s not simply because it’s a simple query to ask.
The rationale the “promote me this pen” query comes up often in interviews is as a result of it’s a fast, comparatively straightforward means of checking a candidate’s gross sales techniques. To not point out, the recognition of the promote me this pen query additionally permits interviewers to check a candidate’s confidence, communication expertise, degree of preparedness, and inventive strategy.
SEE: WHAT MOTIVATES YOU: How To Reply This Tough Interview Query
Listed here are the key the reason why interviewers ask questions on how you can promote a product in an interview:
- Assessing your gross sales strategy. Gross sales reps use a number of totally different approaches to promote. From making a value-proposition for the shopper to catering to a buyer’s needs. With this query, interviewers need to perceive the way you strategy gross sales. Merely put, it’s a strategy to see your gross sales pitch.
- Assessing your communication expertise and confidence. Good communication and confidence are usually not simply required for a gross sales place, however for any position you apply for—even in B-schools. The way you reply the “promote me this pen” query can go a good distance in displaying whether or not you possibly can talk confidently or not.
- Assessing problem-solving expertise. At its core, the interviewer is creating an issue by asking the “promote me this pen” query. The best way you clear up this downside signifies your strategy to the commonplace issues chances are you’ll encounter in the course of the gross sales course of or in class. And right here, your reply speaks volumes about not simply your problem-solving expertise, but in addition your angle towards issues.
- Assessing your creativity. In case you’re right away leaping into your well-rehearsed and ready “promote me this pen” reply, you’re doing it improper. The recognition of this query signifies that the most typical solutions are performed to loss of life. Because of this, now this query can be a means for an interviewer to see how creatively you clear up an issue or strategy a state of affairs.
There are typically three commonplace responses to this query — every of which illustrates one of many three promoting kinds usually utilized by salespeople.
The worth-added strategy
Also referred to as value-added promoting, that is the place you try and create curiosity by highlighting the varied options of the product that make it fascinating. You might say one thing like:
- “This pen is gold — that positions you as an individual of worth to your friends.”
- “This pen has refillable ink cartridges, so that you’ll by no means want to purchase a brand new one.”
- “In comparison with others, this pen may be very easy and comfy to carry.”
Most individuals with out promoting expertise will use this technique as a result of it’s the most easy. Nevertheless, the issue with value-based promoting is that you just present zero data of what the client feels is vital to them. There’s been no discovery. You’re making blind inferences together with your assertions of worth.
To place it bluntly, you’re capturing in the dead of night. In case you’re fortunate, certainly one of your guesses will stick, however most of the time, it cuts you off.
The answer-based strategy
That is if you efficiently ask questions on what the prospect appears for in a pen and if they’ve any issues with my present one. Then, you construct the case that the pen will clear up their wants.
- “What’s crucial factor for you when shopping for a pen?”
- “What coloration pen are you out there for?”
- “What have been the strengths and weaknesses of the final pen you owned?”
This can be your robust go well with if in case you have a background in enterprise gross sales. Nevertheless, you should still hit a roadblock when the questions result in a conclusion the place the shopper wants an answer you possibly can’t supply.
As an example, you’ll find out if a buyer is out there for a pen, however they might want a crimson one if you’re solely promoting black. Plus, there’s no assure a purchaser will preserve answering your questions. They won’t even be considering speaking about their issues with somebody they don’t know.
The answer-based strategy is healthier than the value-added one, however there’s nonetheless a very good probability it’ll take you nowhere.
The issue-creation strategy
Drawback creation is, with out query, the easiest way to “promote me this pen.”
Reps who use this tactic set up a transparent “ladder” for consumers to comply with utilizing questions that make them involved about issues they didn’t even learn about within the first place.
With this strategy, the client arrives at a pre-set conclusion, which the gross sales consultant has orchestrated. That is the very best end result. In case you can efficiently take this route, then you might have the sort of grip on the gross sales course of that each hiring supervisor desires to see.
Professional tip: This can be a widespread gross sales interview query. A gross sales interview is an open alternative to promote your self and exhibit your gross sales expertise—know what inquiries to anticipate, put together your solutions, follow your pitch, and present up assured for the large day.
READ : Ace the Interview – How Latest School Graduates Can Overcome Nervousness and Land a Job
How to answer “promote me this pen”
If an interviewer can get a very good sense of your persona and motivation from a single query, why wouldn’t they ask it? Consider it or not, “promote me this pen” shouldn’t be as a lot of a brain-bender because it appears.
By following the information under, you’ll be ready to promote your coronary heart out and present the employer what you’re fabricated from:
1. Don’t decline to reply
You might discover the query objectionable, as you’re in all probability not a pen salesman, and be tempted to say, “I don’t promote pens, I promote actual property.” You may additionally be tempted to cross on the query, saying, “I don’t actually really feel snug attempting to stage an indication of my gross sales expertise proper now.”
Neither of those is an efficient reply. Interviewers ask this query for a motive, and so they anticipate a solution. They need to see should you’re snug in your salesman’s pores and skin when pitching a product. They need to see what strategy you are taking and the way a lot you give attention to the pen vs. how a lot you give attention to the potential purchaser.
2. Act such as you love the query
You may very well dread a query like this, however you’ll win factors should you embrace it enthusiastically. In case you’re in gross sales, it’s a must to love promoting, so your eyes ought to gentle up on the prospect of doing what you’re good at.
In case you look blindsided and careworn, saying, “Oh, boy,” taking a deep breath, and operating your palms by means of your hair, it makes it seem like the prospect of promoting one thing makes you uncomfortable. This isn’t encouraging for an organization on the lookout for a salesman.
If you hear this query, be ready to launch fortunately, confidently, and comfortably into your response.
3. Ask questions in regards to the shopper’s wants
In an interview, Piers Morgan requested Jordan Belfort, the inspiration for The Wolf of Wall Road, how he would reply this tough query. Belfort served 22 months in jail for fraud, and he’s in all probability by no means offered a pen, however there’s no query he’s an ace salesman.
Belfort’s response was: “‘How lengthy have you ever been out there for a pen? … And what sort of pen do you usually use if you use a pen?’ ” The thought right here is that if you’re promoting one thing, you want to ask questions first to search out out what their wants are.
The largest mistake on the planet is that salesmen say, ‘That is the perfect pen on the planet, it writes the wrong way up, it defies gravity’—should you do this, you sound like a moron, principally….
I don’t need to promote a pen to somebody who doesn’t want a pen. So the very first thing you do is ask questions. In any other case, you’re principally jamming a pen down somebody’s throat.”
That is good recommendation, because it focuses on the shopper’s wants. Your want could also be to promote a pen, however the buyer shouldn’t be anxious about your wants. It’s as much as you to align their want with yours.
4. Keep in mind to pivot from inquiries to statements
When promoting a pen, sooner or later it’s a must to promote the pen. So when you’ve performed your due diligence by feeling out the shopper’s wants, you want to transition to creating statements in regards to the product you might have on the market.
Belfort rightly emphasizes that you just shouldn’t launch straight into an outline of the pen. However when you’ve discovered extra in regards to the shopper’s wants and desires, try to be well-versed within the options of the pens you promote.
You might need to point out its smooth, subtle look, its refillable cartridges, its light-weight dimension, how simply the ink flows, and so forth. Once more, don’t lead with this, however you should be ready to explain the superb options of the product you’re promoting.
5. Be ready for refusals
Your interviewer might select to take a hard-nosed tack, saying, “I don’t want a pen,” “I don’t desire a pen,” or “I can’t afford pens like that.”
Coping with objections successfully is a part of good gross sales techniques. Generally individuals will need one thing with no need it. Or they don’t need it as a result of they don’t understand how a lot they want it. It’s as much as you to make them understand this.
However, ultimately, if a shopper doesn’t need to purchase the product you’re promoting, you additionally have to be ready to take no for a solution. They won’t want a pen, however they could know somebody who does.
6. All the time attempt to shut the deal
Even should you don’t make a profitable sale within the interview, do shut the method. A typical mistake that candidates make is leaving the query hanging, both as a result of they’re satisfied they’ve made the sale. Or as a result of they get flustered at developing with a very good reply. This isn’t an excellent state of affairs.
In case you do achieve promoting the pen, have a very good closing assertion. For instance, “If there are another stationary wants that I may also help fulfill, please don’t hesitate to achieve out.” This exhibits you might have the abilities to construct a relationship and improve gross sales. Even should you fail to make a sale, you continue to shut. Maybe with an announcement alongside the traces of, “I perceive that this pen didn’t fit your wants and I don’t want to take up extra of your treasured time. Nevertheless, a number of different objects might curiosity you and I’d be comfortable to take you thru our merchandise at a time of your comfort.”
This exhibits you possibly can transfer on from rejection – a pure a part of the gross sales course of. It additionally exhibits you might have what it takes to generate a lead.
Under is a guidelines outlining a structured strategy you should use to ace this query:
Methods to reply the “Promote me this pen” query in an interview
Keep in mind, no interviewer is anticipating you to give you a correctly developed gross sales technique. However they do anticipate you to have a good concept about how the gross sales course of works, and to make use of your expertise to attain the very best outcomes. Following these easy steps can actually make it simpler to reply the dreaded promote me this pen query.
CHECK THIS OUT: STAY INTERVIEWS: Suggestions for Conducting Keep Interviews (+Instance questions)
What to not do when giving a solution to “promote me this pen”
There are some crimson flags that try to be cautious of whereas answering the “promote me this pen” query.
1. Don’t say no to the query
As soon as once more, this is essential. You shouldn’t decline to reply the query. Definitely, there could also be many questions that you could be not know and for which you will politely say that you just do not need any data about them. Nevertheless, “promote me this pen” is actually not a kind of questions. Answering it’s not non-obligatory.
Refusing to reply might lower your possibilities of getting a job supply or getting chosen at your dream B-school. Be very assured and optimistic whereas answering.
2. Don’t give attention to simply the pen
Many individuals get apprehensive after listening to this query. The very first thing that crosses their thoughts is, ‘Let me give attention to simply the qualities’. However they neglect the primary rule that Belfrost himself talked about and the cornerstone of promoting—figuring out the shopper.
Thus, first, perceive the shopper’s want, after which emphasize these options that may meet these wants. If you find yourself promoting, give attention to the individual sitting in entrance of you, that individual’s wants, objectives, and so forth. Merely put, don’t simply give attention to the pen, additionally give attention to the individual you’re promoting the pen to.
3. Don’t go overboard
Whereas it’s a very good talent to get artistic together with your solutions and even supply profitable offers, bear in mind to not go overboard. Your solutions might have loopholes, however they will’t exist within the realm of creativeness.
4. Don’t be too rehearsed
Sure, you’ve ready a solution to this query. And the interviewer is effectively conscious of the information. So don’t simply begin reciting the reply; reasonably, flip the reply right into a gross sales pitch and make it a dialog. Additionally, strive to not study any solutions. Rote studying is actually not the best way to go in an interview.
In case you’ve memorized the reply however not understood the strategy of answering the “promote me this pen” query, a change within the query can very effectively throw you off and trigger you to stumble.
Examples of solutions to “Promote me this pen”
Pattern Reply 1
Interviewer: Promote me this pen.
Me: Sir, our firm has not too long ago launched it out there. You must use it. It’s superb.
Interviewer: Show it.
Me: Sir, what’s the regular lifetime of the refill of a pen if used ceaselessly?
Interviewer: It’s about 7 days.
Me: And our pen works for two months when utilized in the identical frequency.
Interviewer: Okay. what’s its value?
Me: It prices 4 occasions the price of your pen.
Interviewer: Then why ought to I purchase an costly pen?
Me: As a result of it is going to be economical for you. Let me escape the mathematics right here. In case you use your pen ceaselessly then what number of refills do it’s a must to change inside a interval of two months.
Interviewer: About 8 or 9.
Me: And what’s the price of every refill of your pen?
Interviewer: About Rs. 5.
Me: So, the overall value of refills turns into Rs. 40–45 for two months, proper?
Interviewer: Proper!
Me: Now our pen’s single refill works for two months straight with out getting exhausted. And the worth of our pen’s one refill is 4 occasions that of your pen’s refill and that’s 5 multiplied by 4, that’s Rs. 20. So, your bills on refills for two months will scale back to lower than half! It’s like a long-term funding that’s extraordinarily helpful for you.
Interviewer: How do I do know that your pen’s refill will work for two months?
Me: Sir, it is a pattern pen I’m supplying you with totally free. Take this and see by your self. In case you get happy with it, order the entire carton of it.
Interviewer: Why the entire carton?
Me: As a result of our pen’s ink doesn’t dry for five years. So, there isn’t any hurt in protecting the inventory. Who is aware of that in future due to inflation, our firm might improve the worth of the pen! So, it’s a win-win state of affairs so that you can order the inventory.
Interviewer: I’m ordering the inventory.
(Interview Supply: Quora)
Pattern Reply 2
Interviewer: Promote me this pen.
Me: Certain sir. (Lifts the pen) (Drawing out my very own Parker and addressing it) Hi there sir! I wish to know – Do you might have any youngsters?
Interviewer: Yeah, I’ve a daughter.
Me: Does she go to highschool but? What grade is she in?
Interviewer: She’s 12 years outdated and is finding out in seventh grade now.
Me: I’m positive quickly she should be having exams this season. How does she fare in her exams?
Interviewer: She does actually good. She is all the time amongst the highest 3 in her class.
Me: Sir, right here I’ve this, Parker Pen. Simply earlier than the examination – I recommend you maintain her palms, inform her how nice she goes to do and present her this pen. It might actually give her the wanted inspiration to get to the highest this time.
Interviewer: How a lot is it price?
Me: I’ll provide you with one for 250 bucks.
Interviewer: 250 is means an excessive amount of, I can solely spare a 50.
Me: Then, sir, I feel you could possibly do that one (Lifting the pen he gave), sparing solely 50 bucks, even with a better of luck hug, you’ll nonetheless want a pen.
And I feel this one is sweet sufficient. In spite of everything, does a daughter actually care if her father gifted her a Parker or only a easy pen with that hearty better of luck?
(Interview Supply: Quora)
Pattern reply 3:
Interviewer: Promote me this pen.
You: What are you on the lookout for in a pen?
Interviewer: I don’t know, I’ve bought just a few.
You: Do you like your pens? And do you might have that one go-to pen that you just use on vital events as a result of you realize it writes effectively and appears nice?
Interviewer: Not likely. Generally I carry a few pens in case the primary one stops writing.
You: What do you utilize a pen for? Do you jot down notes throughout a gathering or cellphone name? Do you generally use a pen to signal vital paperwork or contracts, and even letters or Christmas playing cards?
Interviewer: I’ve performed all of the above.
You: And should you use a pen in entrance of others, do the optics matter to you? Would you like to make use of the sort of pen utilized by well-to-do individuals, or will simply any outdated pen do?
Interviewer: I’ve to confess a nice-looking pen is sweet to have. However the utility is all-important – it has to work.
You: Good. The factor about good pens is that they not solely look good, however they write nice. This pen proper right here is certainly one of our newer fashions, it has some gold plating on high of sterling silver, nevertheless it’s not all that heavy, and it writes like a dream. Take it, discover a piece of paper in your desk and signal your title. You don’t should scribble on a chunk of scratch paper first to see if the ink comes out – I assure you the ink will come out.
Interviewer: Yeah, it writes fairly good.
You: And it’s not “costly” – it’s “useful.” You possibly can afford this pen, and you may carry it with you all over the place. Refillable cartridges will ensure you by no means run out of ink.
Interviewer: I don’t know, I often attempt to sleep on it earlier than making a purchase order.
You: Inform you what. Maintain the pen every week, use it day-after-day, see if it disappoints you. I’ll come again subsequent Tuesday, and should you don’t prefer it, I’ll take it away. In case you do prefer it, however you’d prefer to see another choices, I’ll carry you another choices. However this pen is yours to make use of totally free for every week, no obligation.
Interviewer: Seems like a suggestion I can’t refuse.
SEE: Mastering E-commerce Optimization: Methods for Most Gross sales Progress
“Promote Me This Pen” Solutions: In conclusion
The “promote me this pen” query isn’t just a random one, however reasonably one which you must know how you can reply effectively. It might probably influence your possibilities of success in an interview.
Better of luck in crafting your individual responses to the “Promote me this pen” problem. As a salesman, your best asset is the drive of your persona, so use it for all it’s price. Be totally different, be fascinating, be humorous, and be ready.
And above all, promote that pen!
