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How to sell a banking product in an interview. How to sell a product in an interview

08.10.2015 97 997 16 Reading time: 14 min.

The question is, to put it mildly, unusual. However, it is very popular, so much so that users ask it to search engines several thousand times a month. And all because this "trick" has recently been used by employers hiring. To determine how well a candidate has developed sales skills, they tell him: “sell me a pen!” or some other object lying on the table. This technique became popular after the film The Wolf of Wall Street, where one of the characters, as a demonstration of the sales skills of another, who, according to him, can sell anything, offers him: “Sell me a pen!”. This question baffles many candidates: they get lost, do not know what to do, and fail the interview. Therefore, it is necessary to prepare for such tricky questions in advance.

Today I decided to bring to your attention a few examples of how to sell a pen at an interview and, thereby, make a great impression on the employer.

How to sell a pen in an interview? Examples

First of all, I want to say that you can sell a pen at an interview in traditional and non-traditional ways. You should choose a method based on the type of personality and position of the person conducting the interview, based on his preferences for the candidate - you should try to identify all this at the initial stage of the conversation, before you receive this tricky offer: “sell me a pen!”.

If you notice that your interlocutor is a serious person, and he is primarily interested in real sales skills, he looks at you appraisingly, conducts a conversation in a strict style, then it is best to use more traditional methods of selling a pen. That is, to show him that you are familiar with the tactics of sales and negotiation - later I will consider this with an example.

If in front of you is a positive, smiling, creative person who asks a lot of non-standard questions, conducts an interview in a relaxed, friendly manner, then it is quite possible to "take" him with an unconventional approach to selling a pen.

After you were offered "sell me a pen!" or some other subject, do not rush, ask for a little time to prepare for the dialogue: this is quite normal and natural, rarely does anyone make a sale suddenly, usually this is preceded by a process of reflection and preparation.

Carefully study the subject of sale, consider what it is used for, to whom and how it can be useful. Mentally draw up a sales plan, think over its main stages. And only after that proceed with the task.

How to sell a pen in an interview? An example of a traditional dialogue

When choosing the traditional way of selling, we act in accordance with all the key rules for making contact with a potential client and making a sale. For example, something like this:

Stage 1 . Presentation and introduction. First of all, say hello, introduce yourself and establish contact with the interlocutor. Next, you will address the “client” by name (first name and patronymic), based on how he introduces himself to you.

For example: Good afternoon, my name is Konstantin, I am the manager of the Happy Pen company, tell me how can I contact you?

Stage 2. Identification of customer needs. Next, you need to identify the needs on which your further sale will be based. Ask the interlocutor only such questions, the answers to which will be in the affirmative and will stimulate the continuation of the dialogue.

For example: Sergey, I have a very interesting proposal for you, but first I would like to ask you a few questions.
I see you are a business person, you probably often have to work with documents?
What status accessories do you think a businessman needs to make a good impression on a potential client or partner?
How do you prefer to write important points, contacts, amounts in the course of business negotiations?
How detailed do you keep your organizer?
How many people do you take per day?

Stage 3 . Product presentation. After you have identified the needs and found in the answers of the interlocutor those points that you will focus on during the sale, proceed to the presentation of your product, focusing not on the pen itself, but on the benefits that the interlocutor will receive from its use.

For example: Thank you, Sergey. Based on your answers, I would like to suggest to you…
a pen that will allow you to quickly and conveniently write down any important information, wherever you are;
a spare pen that will help you out if you run out of pasta in the main one;
a stylish pen that will emphasize your status as a business person when communicating with partners;
an additional pen that you can offer candidates to fill out the questionnaire;
etc.

Stage 4 . Work with objections. Your interlocutor, of course, will begin to object to you. And at this stage, you must competently work out all his objections.

For example :
I already have a pen that suits me completely!
Of course, because you would not use a pen that did not suit you in some way. At the same time, you must admit that if the pen stops writing at the most crucial moment, it will be very inconvenient. Therefore, I offer you an inexpensive additional pen, which will save you from such unpleasant incidents. For example, I myself always carry a second pen with me, and it has helped me out more than once!

Stage 5 . Additional incentives to buy. And, finally, in order to finally “finish off” the client, offer him additional conditions that he cannot refuse.

For example :
Today, for only one day, we have a special promotion: each buyer of a pen becomes a participant in the drawing of a new i-phone!
By purchasing this inexpensive pen, you will receive a loyalty card, and in the future you will be able to purchase more expensive products with a good discount!
There are only 3 pens left at this price, the next batch will already be more expensive;
Etc.

Stage 6 . End of sale, cross-sell. And finally, when the “customer is ripe”, close the deal nicely and be sure to cross-sell.

For example :
Each buyer of a pen with us has the opportunity to purchase a new pencil with an eraser at a special promotional price;
Will you take one pen, or will you already take the remaining three? You can give them to your colleagues, because the holiday is coming soon.

Stage 7 . Farewell to the client. Once the transaction is complete, thank the customer for the purchase, say goodbye, and establish a business rapport for future sales.

For example: Sergey, thanks, I'm sure you did right choice. When we have new offers that may be of interest to you, I will definitely contact you. See you!

This is how you can sell a pen at an interview in the traditional way. Now let's look at more specific options.

How to sell a pen in an interview? Alternative examples

These methods can be used either if you have a creative and extraordinary person in front of you, or if the traditional option frankly does not work (you can switch to non-traditional at any suitable moment).

Grab your pen and leave. This method will work if you are offered to sell an expensive pen or some more valuable item (smartphone, laptop, etc.). Just say, “well, since you don’t want to buy, I’ll probably keep it for myself,” and silently leave. When you receive a call asking you to return the item, offer to buy it back for a small fee. You can be sure that the sale is made.
Emphasis on the skill of the interlocutor. If the sale doesn't add up, ask the person who offered to sell you the pen: "Would you be able to sell it yourself?" Most likely, he will answer that he could. Then offer him to buy a pen from you at a low price and resell it to someone else at a higher price, making money on it. After all, he is a real sales guru, and he will definitely succeed.
Ask for an autograph. If you notice that the interlocutor does not have another pen on the table, tell him that he is a great authority for you, and you would like to take his autograph. And when he does not have a pen to give it to - offer him to buy it from you. By the way, this is the technique used by the hero of the film "The Wolf of Wall Street" to the request "sell me a pen."

In addition to all the above tips, you can figure out how to sell a pen at an interview yourself. And it will be much better, because many people can use such advice, and your own development will be individual, and you will have a much better chance of making a successful sale and interview with it.

In addition, you can find a lot of videos “How to sell a pen?” on the Internet, among which there are quite interesting ones - they can also be taken as a basis.

It is important to understand that the successful sale of a pen is not so much important for the interview and the employer, but for yourself. Because the salesperson should not get lost in non-standard situations, this skill is a big plus for his work.

Anyone who can easily and quickly sell a pen at an interview will have high sales rates during work, and therefore make good money. Remember this.

Now you know how to sell a pen in an interview. Hope this information helps you. Good luck in all your endeavors! See you at!

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In the article you will learn:

Hello friends! The art of sales is drive, self-confidence and the desire to earn as much as possible more money! These are the qualities that employers want to see in you when hiring. Therefore, often one of the test tests is to sell something right now. Many are lost and only a small percentage of applicants pass this stage successfully. To know,how to sell a phone in an interviewor any other subject, you need to understand what the employer evaluates, and then I will give a successful sales algorithm.

What do HRs want from you?

In addition, with the help of such tasks, executives and HR managers evaluate your desire to sell. Since statistics show that most candidates, due to personal characteristics or negative experience, are subconsciously afraid of sales, and this has a significant impact on the result of their work. Therefore, they refuse to take the test or fail it.

Also test sell phone or pencilshows your ability to build contact, speak competently and structured. I knew one sales manager who spoke quietly, looked away from the interlocutor, was modest, in general, not a typical “trade star”, but he conveyed information in such an accessible and logical way that by the end of communication with him there was no doubt that you this thing is essential.

Another quality of a successful salesperson is stress resistance. This is a readiness for tricky questions, unusual situations, objections, since not everything goes according to plan. The ability not to get lost and to be persistent and flexible. Therefore, it is impossible to show dissatisfaction with the task and, moreover, to be aggressive.

Also at the interview, the employer checks your knowledge of the stages and techniques of sales, especially if you have experience in sales. Therefore, you will need to try to build a dialogue in such a way as to have time to establish contact, find out the need, present the product, work out objections and complete the negotiations with a deal.

For those who attended special trainings in sales or effective negotiation skills, it will be easier, but the requirements from the employer will be tougher. Since it will be tested how well you have learned the theory and how to put it into practice.

100% sales rules

So how do you sell a phone or, for example,handle. There is an algorithm for success. But first, I want to focus your attention on the fact that selling is not the ability to shove anything to the client, but the ability to understand his problem and sell the solution to this problem, that is, the benefit. From this point of view, your job is not to impose, but to help with your product. So how to do it.

Any sale requires preparation and analysis, so take the product in hand and study it. If emotions have taken over and you need to concentrate, ask for a couple of minutes - this is normal. Highlight the characteristics in terms of functionality, appearance, weight that distinguish it from the rest.

Accession (report)

Now the first stage of sales - establish a contact. I would devote a lot of text to this block, since in the field conditions of this work this is a whole art. In psychology, the ability to find contact is called a report and includes joining the interlocutor at the level of breathing, gaze, facial expressions, and movements.

Masters of the report are able to tune in to another person in such a way that he begins to unconsciously obey. But this is from the field of NLP and requires a separate topic. Follow the news. As part of our task, it is enough to smile, greet, introduce yourself and move on to the next stage.

What the client wants

The second stage of sales is to find out the need of a potential buyer, that is, his “problem”. This can be done by asking open-ended questions. That is, those for which one-syllable “yes” or “no” cannot be dispensed with. For example, say the following: I, like you, am a business person and I understand how important it is for a phone to be easy to use. Do you often have to talk on the phone? What applications do you usually use? What other options are important to you? May be, appearance, longevity of the charge, the presence of a good camera?

Best deal

Next, having determined what the client needs, present the product and let him hold it in his hands. At the same time, especially highlight those characteristics that he called. For example, if having a camera is important, then emphasize that you are offering “a phone with a 5 megapixel camera. This is a great resolution for taking sharp pictures. For your convenience, there is autofocus and a flash with several modes.

However, do not just list the characteristics of the product, but show the benefit that the buyer will receive. “You can shoot in different conditions and at any time of the day. In addition, there is excellent color reproduction. All colors will be transmitted naturally and brightly. Here you can install a program for processing images, this will significantly save and optimize your time in working with the resulting photographs.

When they don't want to buy

Then objections may follow. For example, "I love it." This is one of the most common objections, which means that the client has now valued the offered benefit below its price. Take advantage of a popular technique, first understand it, and then argue why it is worth the money.

For example, “I certainly understand you and I want to emphasize that this camera has a high resolution, which means that the quality of the pictures will be above average. They will turn out more successfully, you will spend less time processing them. That is, show more benefits.

You can also do this by offering discounts, promotions and bonuses. For example, “I understand you and suggest saving. By purchasing this model, you will receive a free memory card". Or " By purchasing this model, we credit bonuses to your account" etc.

Contract

When the main resistance is overcome, close the deal. But it also needs to be done right. After agreeing to buy, offer additional products. For example, case, selfie stick, phone holder. Ask how convenient it will be to pick up the goods, now in person or by delivery. Payment in cash or without.

If the client isn't ready to make a deal, don't get discouraged and don't back down. He just needs more time to make a decision than others. If he is not satisfied with the quality of the camera, tell him that you have ultra-high resolution phones in stock. Make an appointment for an additional meeting, or at least take a number for a call.

Break the rules

But this is not the only way to sell. There are also original ones. Whether you are ready to use them depends on your nature and the appropriateness of this technique. For example, if a customer gave you his phone and refused to buy, then put it in your pocket and head to the door. You will surely be stopped and wished to return it. But its tighter for the money.

And remember, at the interview it is important not to achieve a purchase, but to demonstrate your qualities as an excellent salesperson. A person who is contactable, sociable, who knows the audience, his product, the sales process, who will orient himself in any situation and earn the company's profit.

Have a good start! June was with you.

How to sell a pen? A rather strange question, but in the last six years it has been one of the most popular queries in search engines. Why would someone sell pens? The question first appeared in a Hollywood movie that was released exactly six years ago. The film tells about the history of the ups and downs of an American broker, manager and incredibly talented swindler who managed to earn fabulous sums in a day and squander money like candy wrappers.

The path to the American dream in the film began with the question "how to sell a pen?". It was his hero who asked the participants of his trainings. This practice was picked up by domestic companies, which thus test applicants for the position sales manager. Say, if you can sell me such a simple item, then you can become an excellent merchant who sells an African elephant in Antarctica.

How to sell a pen in an interview

How to sell a pen? Imagine that you are long preparing for an interview, did not sleep all night, put on their best business suit, exhausted dozens of napkins to wipe the nervous sweat from their foreheads. This position will open doors for you in Big world trade, where you are sure to succeed. The interview goes smoothly, you regularly answer all questions, the company representative even laughed at your pertinent jokes a couple of times.

It seems that the coveted position is already within easy reach: a bright light hits your face, the doors open with a creak, and a blissful smile involuntarily appears on your face. And then he makes you a completely unexpected tricky offer: sell me a pen / leg / paperweight / notebook / any item from your table, by the way, you can also try to sell the table.

That's all. The smile fades, the light fades, the doors close with a loud bang, almost knocking off the tip of your nose. You are confused, your forehead is sweating again, the napkins are over, the suit has begun to unbearably reap. You frantically try to come up with a decent answer, but all seven stages of sales that just yesterday bounced off your teeth flew out of your head, waving gloatingly at parting pages of the Management for Dummies manual.

To prevent this interview nightmare from becoming a reality, you need to prepare for it. You can practice sales techniques at home, but in practice you will have to analyze the interlocutor who will become the “buyer” of stationery.

How to sell anything in an interview: preparation

There are two ways to sell something:

traditional;
creative.

In order to correctly determine the method, it is necessary to study the interlocutor. For this, you need preparatory stage. The representative of the company will look at you during the conversation, and you should do the same. Study this person and determine which of the two types he belongs to:

A stern, strict employee who bores you with a piercing look and requires the most clear answers to standard questions.
"Your" guy who sees your nervous state and sympathizes. To defuse the situation, a couple of times he allows himself to joke.

With the first type of "buyers" only traditional methods will work. On the second type, you can try creative approach, this will be a plus for your "personal business".

How to sell a pen at an interview: examples

How to sell a pen in 4 seconds? In the original film, the protagonist's friend acted according to a simple algorithm:

Create a need (Write my number on a napkin)
Make an offer (Since you have nothing to write down, then buy this pen from me).

Everything is simple and it really took less than a minute for a short dialogue. In the office, this option will not work. The buyer will simply show you the organizer, bristling with handles like a frightened hedgehog. It's time to remember the seven stages of selling:

Performance. You are a polite seller, so first you need to find out the name of your potential buyer. Say hello and ask how to address the interlocutor.
Identification of needs. Now it's time to use your communication skills and ask the buyer a series of leading questions. Since the dialogue takes place in the office, it is logical to ask what a person does, whether he works with documents, how many papers he has to sign a day, and so on. Try to ask such questions, the answers to which will be in the affirmative, so that the dialogue does not “sag” and continues smoothly.
Presentation. When you know that a customer needs good pens, it's time to tell him about the product. It is important to focus not on the qualities of the product (this is the most beautiful, unsurpassed, long-lasting writing pen in a chrome-plated body that shines like a polished basin), but on what benefits the client will receive from using it. For example, this pen will be a solid addition to your high status. This pen will definitely not spoil important document, because the paste in it will not leak out at the most inopportune moment.
Work on objections. Of course, your interlocutor will begin to deny the purchase with his hands and feet. His main argument will be “I already have a pen and I don’t complain about it.” You need to smash these objections to smithereens. For example, say that the second one will come in handy as a spare. The buyer can keep it in the glove compartment of the car, carry it in a briefcase in case another person needs a pen while he fills out the papers. You can turn the "feint with your ears." Take your profile, think about its content, pat your pockets and ask the interlocutor for a pen (I forgot my own, I need to fix something). Logically, he will give you his from the table. And you grimaced and say that you do not like capillary / gel / ballpoint pens. You only write with quills, by the way, he doesn't want to buy one? So that in which case he had such a copy.
Auxiliary Arguments. You fired one shot at the previous stage, it's time to reload the gun and finish off the enemy with a control or by analogy with fishing: hooked, now pull. Tell us how lucky the buyer turned out to be, because only today is a super discount / promotion / bonus 27 to the buyer / birthday trading network and the client can save a lot on the purchase.
Final step: cross-selling. Cross selling means offering related product. For example, the buyer will need a notebook / convenient case / organizer / set of blotting papers in addition to the pen.
Consolidation of success, obtaining contacts. It is important for any seller to move the buyer from the category of casual to the category of permanent. Establish a business contact with the client, promise him to inform him of the receipt of goods that may be of interest to him. For example, say that they will soon bring 20 kg of pastes that are suitable for pens of this brand, so they will definitely come in handy for him.

The seven stages of selling is the traditional approach. If you decide to take a chance and show your creative talent, then use extraordinary methods. There is such good example, which, unfortunately, has already managed to set the teeth on edge and is difficult to classify as original due to frequent use.

The subject takes a pen in his hand, which he must sell. On his proposal, he hears a refusal, puts the pen in his pocket and leaves. Subsequently, the intractable "buyer" calls with a request to return the pen back, and the resourceful seller demands to "redeem" it. The method is risky, as it will not work on those people who have a bad sense of humor.

If nothing works out for you, then there is another way that will become a “foul of last resort”. Challenge your "buyer" and invite him to demonstrate his talent in trading. When a person reaches for a pen, then tell him that he will receive it only by buying it, but at a very low price. This will make it possible to subsequently resell the pen at a higher price and earn on it. This "speculative" method also sometimes works. At least your resourcefulness will definitely be appreciated.

While there are dozens more options, it's best to come up with your own. Consider that these templates are used by hundreds of subjects just like yourself. From the outside, it looks like a procession of victims of rampant fashion. Come up with your own way and you will be a unique applicant for the position. An individual approach to trading is only welcome.

The “sell me that pen” technique is the basis of the selling technique. You must understand that during the interview you are not trying to please the representative of the organization, but you are proving to yourself that you can. This is a great training, because a real seller knows how to skillfully maneuver between rapidly changing circumstances, adapt to the situation and sell in any conditions.

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Humanity is divided into two categories - some think that the position sales representative it's cool, constant communication with nice people and a good salary. Others, imagining themselves in this place, are sure that they will be pushed around, not taken seriously and ignored by everything from the cleaning lady to the spring on the door. The problem with the last category is that they don't know how (or don't want to learn) to sell.

Indeed, a successful sales representative should not be intimidated by the prospect of selling anything to anyone. This quality is considered a priority for this profession, so do not be surprised if you are offered to sell a pen (or pencil) to a person who was not going to buy anything at an interview.

An example today is already considered a classic and can be found everywhere - in the cinema, at various trainings and courses. Even in the comedy "Bartender" director D. Shturmanova used this technique when interviewing the main character.

Do not be afraid if at first this task seems impossible to you - acting correctly and competently, you can easily become a "guru" of sales and an ideal sales representative. You will not care for gloomy eyebrows and sour mines of interlocutors, you will learn to bypass crossed arms and terrible signs "trading agents are not allowed to enter."

Hearing such a proposal, do not get lost, immediately join the business game and connect the intellect. Who would like an employee who immediately refuses to complete a task, especially such an easy one? This is just an example of the work of a sales representative, but in reality the tests can be worse.

How to sell a pen at an interview: the main commandments of a sales representative

Commandment 1. Thorough knowledge of your product. good manager should know all the advantages of the brand, its advantages over competitors, and why this particular color suits you best.

Focus on the uniqueness of the product. An example of a speech of a successful representative: “The pen is automatic, with a wonderful thin rod and a rubberized insert. The manufacturer has been on the market for some years and is in first place in terms of sales.

If the pencil breaks, then the pen will work for a very long time and will never let you down. Its blue body suits your eyes perfectly, emphasizing your individuality.” By the way, healthy flattery is pleasant to all the inhabitants of the planet Earth without exception, and this should also be used.

Commandment 2. Learn to engage in dialogue with the client.

Remember about eye contact. Do not lower your eyes, and look at the interlocutor all the time. The ability to withstand the eye is an example of a successful and confident sales agent.
Find out the needs of the interviewer. You can visually evaluate workplace the interlocutor, how often does his phone ring (respectively, how much information is received). Use all the points noted later in your presentation.
When asking, use the method of open questions, the answers to which necessarily require a detailed response, and not dry "yes" and "no". "How do you think?" or "Why?" - the most common variants of such questions.

There is also a method of closed questions, reminiscent of an interrogation. It should be avoided at all costs so as not to irritate the buyer. An angry customer is of no use to us.

Commandment 3. The secret to selling a pen in an interview is simple: good presentation. She should be bright, with a smile, assertive and friendly. Tell us about the advantages of the pens of this company, come up with a super promotion or a unique offer.

Your speech should be beautiful, memorable and in no case pass by the ears of the client. Even if you have to stand on your head or do an acrobatic element - this is necessary for the sake of business and do not be afraid to seem ridiculous or stupid.

Try not to enter into any discussions with the interlocutor, but stick to your line. Say that your counterpart's chief boss or Bill Gates has such a pen. No one will check this information, but any of us would like to be the owner of the same thing that the powers that be have.

Nowadays it is fashionable to be successful, and some items are symbols. Convince the counterpart that the pen is the key to future wealth, and your business is in the bag.

Commandment 4. Important: you are not selling a product, but the ability to use it to deprive a problem. Find and demonstrate to him the benefits that he will have with this pen.

A person may turn out to be a lover of crossword puzzles and he cannot do without a pen. Or a parent of a schoolchild, or maybe a writer of denunciations about neighbors (and it is easy to figure out the owner of the equipment using a color printer, so denunciations should be scribbled only with a pen). And in everyday work, what office plankton can do without this writing object? (It is better not to talk about plankton in the face of the interlocutor).

Take a sheet of paper and show all that the pen is capable of - draw lines or draw a sketch. Remember that the first impression is the most important, and only then go specifications subject.

Commandment 5 Be sure to let the person hold the pen. This is one of the main rules of successful sales. Firstly, by feeling the future purchase in hand, the potential buyer will be able to visually verify its best qualities.

Secondly, there is another important nuance here - any of us, holding new item in the hands, feels like the owner and, giving back, feels regret and desire to become its owner. As you can see, even human greed can be called to help.

Commandment 6 Do not delay the moment of the transaction. Use another method: the "acquisition of consent" technique. During communication, ask neutral questions to which the buyer will say “yes”. Example: “Do you agree that this pen is pleasant to hold in your hands?”.

Having answered in a positive way at least three times, it will be psychologically difficult for a person to say “no” for the fourth time. Therefore, by asking a direct question about the purchase, you will become a successful seller, to the general satisfaction of both parties.

Commandment 7 It happens that the counterpart deliberately complicates the task by refusing dialogue and answering all “no” and “not needed”. In this case, give yourself (and him) three more tries, and then be sure to say that you don't want to ruin a long-term relationship with such a wonderful partner.

The main thing is for the interviewer to see your potential, pressure, well-spoken tongue and ability to get out of difficult situations. At the end, be sure to add: “If you don’t want a pen, I also have a ruler, a pencil, a stapler ...” And then use the same scheme for further dialogue.

When selling a pen or pencil, the main thing is that you can demonstrate to a future employer your business qualities and persuasion skills. Be confident from the first second to the end.

Remember that the rhinoceros is the symbol of direct selling.
- thick skin that does not pass the negative,
breaking through
and capable of flattening competitors.

Arm it best qualities, and you will definitely succeed - you will be an example of a stress-resistant, assertive, sociable and purposeful trader, which the next generations will look up to.

A distinctive feature of a talented sales manager is his ability to convince a potential buyer of the need for him to purchase this or that thing. A classic test of such ability, often used in job interviews, is asking someone to sell a pen to a person evaluating a candidate for employment in terms of professional suitability.

How to build a speech aimed at persuading the interlocutor that he has a need for this product, how to involve him in a dialogue, and what arguments to rely on when conducting a conversation?

Selling a pen: stages of a transaction

In order to determine the approximate order of the dialogue, it is worth familiarizing yourself with the basic principles of sales. In addition to self-confidence, the ability to communicate with people and convince them of anything, a good "salesperson" must know theoretical basis work in this area. So, schematically, the process of selling an ordinary ballpoint pen can be represented as a sequence of the following steps:

Collection of information

It is necessary to find out why the interlocutor needs a pen, how often he uses it, what qualities are decisive when acquiring it, how important the manufacturer of the pen is for him, and similar questions that allow him to form a collective image of an ideal product.

On this stage you can ask the following questions:

Do you often have to sign documents?
Is the look of the pen important to you?
Do you have a spare pen?
What do you dislike about the pen model you currently use?
Do you run an organizer?

Product presentation

Based on the information obtained, it is necessary to formulate Commercial offer, which will satisfy all the needs of the client. You need to sell not a specific copy of the pen, but its characteristics, which will facilitate the activities of the person using it in his work. At the same time, it is worth relying on the previously identified needs of the interlocutor and highlighting exactly those features of the product that will allow them to be fully satisfied.

To do this, you can use the following phrases:

The quality of the fountain pen I offer will allow you to get rid of worries about its failure at the most inopportune moment, for example, when concluding an important agreement;
The manufacturer of the product is a world-famous company, so the use of such a fountain pen will allow you to emphasize your status and draw the attention of influential partners to it;
The stylish design of the product allows it to be used in high-level negotiations;
This product will serve as an excellent option for a spare pen in case the main one stops writing;
You can provide this pen to job candidates when they fill out a questionnaire or other documents during the interview process.

Sale of goods

In order to conclude a deal, it is necessary to push the client to the realization that he really needs this product. You can speed up the decision-making process by voicing a profitable offer that has a time limit or the volume of products available.

The phrases spoken at the same time may sound as follows:

Only today there is an unprecedented offer for this category of goods: when you buy two pens, you get the third one as a gift;
Today is the last day of the promotion, under the terms of which you can purchase a pen at an incredible discount;
This is the last copy left in stock, the question of the delivery of the next batch of a similar product in this moment decided by management;
Any buyer of these products automatically becomes a participant in the prize draw from our partners.

After the client has given his consent to the purchase of goods, you can proceed to and consider the deal closed.

The main mistakes that a candidate makes when conducting a dialogue

In order to succeed and really convince the interlocutor of the presence of the qualities of a competent "salesman", it is necessary to conduct a dialogue as accurately as possible and move towards the intended goal gradually. When working with a potential client represented by an employer, you should follow a number of simple but very effective rules:

do not use formulaic wording and clichés: no need to say that the product is made of high quality materials using innovative technologies. These phrases should be replaced with less grandiloquent expressions: for example, explain that the pen has a reliable design, some of its parts are made of metal, the paste push button does not stick, and the ball does not sink when writing - this way it will be much easier for the client to understand and appreciate all the advantages of the product ;
do not interrupt the interlocutor, carried away by the description of the merits of the product, answer the questions that have arisen as fully as possible, and not work according to the prepared scenario;
get nervous and annoyed if the client thinks and hesitates for a long time, being unsure that he really needs the product. If the person conducting the interview artificially creates a situation from which it follows that after the presentation he is not going to buy a pen, most likely this is another test, the purpose of which is to identify the ability of a potential employee to control himself;
take yourself too seriously. People relax and open up to communication much faster if the interlocutor does not behave like a teacher on an exam. But you shouldn’t overplay either - a circus performance arranged at the presentation of a product is unlikely to make a positive impression on a potential employer.

By asking the applicant the task of selling a pen, the employer does not set him the goal of selling this particular product. By staging the process of communication between a sales manager and a potential client in real conditions, he studies the applicant's knowledge in sales theory, his work experience, as well as the ability to conduct a conversation with the buyer to identify his needs and use the information received in further building a dialogue.

In order to get out of a similar situation at an interview with dignity, you do not need to memorize possible options answers - it is possible that the employer will ask you to sell not a pen, but, for example, a stapler. It is enough to study and understand the principle of working with clients and successfully apply it in practice.