Have you ever gotten the “Sell Me This Pen” challenge in an interview?

You can apply Positive Intelligence® principles to get a realistic and honest solution to the challenge. Check this out. (I have another PQ class starting the week after Labor Day. Contact me or click here to get more info.)

First, understand that the "Sell Me This Pen" interview question isn't about selling a pen. It's a test of your sales skills, creativity, problem-solving abilities, and understanding of the customer's needs. This requires empathy, curiosity, and innovation—all Sage powers!

Using PQ techniques, here is an approach to the question.

1. Listen and Understand:
   • Do PQ Reps to activate your Empathize power: Spend just 10 seconds paying close attention to physical characteristics of the interviewer: The color of their eyes, the tone and timbre of their voice, their jewelry or arch of their eyebrows. 10 seconds of attention to physical sensations activates the PQ region of your brain. It also can make you smile and connect more easily with the person!
   • Ask Questions: Instead of jumping into a sales pitch, start by asking open-ended questions to understand the interviewer's perspective. For example, "What kind of writing instrument do you typically use? What are your most important features in a pen?"
   • Active Listening: Pay close attention to their responses and use their answers to tailor your pitch.
2. Build Rapport:
   • Personal Connection: Find common ground with the interviewer. Perhaps you both enjoy writing or have a favorite author. Or take a lot of notes.
   • Humor: If appropriate, use humor to lighten the mood and build a connection with the interviewer.
3. Highlight Unique Value Propositions:
   • Features vs. Benefits: Don't just list the pen's features; focus on the benefits it offers with the Innovate power. For example, "This pen's ergonomic design provides a comfortable grip, reducing hand fatigue during long writing sessions."
   • Pain Points: Address the potential pain points the interviewer might have. If they mentioned a need for a durable pen, you could say, "Our pen is made with high-quality materials that can withstand daily wear and tear."
4. Close the Deal:
   • Call to Action: Clearly ask the interviewer to consider purchasing the pen. For example, "Given your needs for a reliable and comfortable writing instrument, I believe this pen would be a great fit. Would you like to try it out?"
   • Anticipate Objections: Be prepared to address potential objections, such as price or availability.
   • Remember their Saboteurs: If the other person pushes back or objects or seems difficult to deal with, remember that they have their own Saboteurs, just as you do! Don’t take their actions personally. Remain in Sage as you help them to understand your offer.

Example Response:

Interviewer: "Sell me this pen."

Me: (making eye contact and focusing on the sound of the interviewer’s voice) "Sure, but first, tell me a bit about your writing habits. Do you write a lot by hand? What kind of pen do you typically use?"

Interviewer: "I write quite a bit, mostly notes and emails. I usually use a ballpoint pen."

Me: "I see. I make a lot of notes, too. Ballpoint pens can be great, but sometimes they can run out of ink at the most inconvenient times. This pen, on the other hand, is a high-quality rollerball with a large ink cartridge that can last for weeks."

Interviewer: "Oh, that's interesting. What else is special about it?"

Me: "It also has a comfortable grip and a smooth writing experience, so you won't get tired even after writing for long periods. Plus, it comes in a variety of colors to suit your style."

Interviewer: "Sounds nice. How much does it cost?"

Me: "While it may be a bit more expensive than a standard ballpoint, I believe the quality and durability make it a worthwhile investment. Would you like to try it out and see for yourself?"

Remember, the key to this challenge is to focus on understanding the customer's needs, tailoring your pitch accordingly, and building rapport through empathy. With practice and a genuine interest in helping others—which is where that empathy comes in strongly—you’ll be well-prepared to tackle any sales situation.

The PQ applications here aren’t only useful for sales, but also for any type of influence or problem-solving situation. Practice just 15 minutes daily with the PQ App and build amazing skill with these abilities!

Writing stories for your success,
–Steve

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