Can you sell a Pen?

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Sell me this pen, can you?
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(No Transcript)
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Sell me this pen? Which can just be the foremost
used question ever asked by any buyer or an
interviewer. How someone responds to those four
words can tell you tons about how and the way a
candidate goes to sell. But there are many
approaches to find your answer to this question.
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The Value-Added Approach

• The first one is known as value-added selling,
  where a person tries to create interest, by
  highlighting the various specifications of the
  product that make it desirable. Like
• Compared to other pens, this pen is extremely
  smooth and straightforward to carry.
• This pen is easy to hold and write
• The majority of candidates that have no selling
  experience will use this method. Its probably
  the most straightforward answer. The disadvantage
  of value-based selling is that you show null
  knowledge of what the buyer feels is important to
  them. To put it frankly, youre throwing an arrow
  in the dark. If you get lucky, the situation will
  be different, but generally, this approach will
  not satisfy ones question.

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The Solution- based Approach

• The next one in this method is solution-based
  selling. This is when a candidate correctly asks
  questions on what I search for during a pen and
  if I ever have any problems with my current one.
  This way of solution is the safest approach to
  this question. Some examples are
• What are the main features youre looking for in
  a pen?  What color pen are you considering
  buying? What features did your previous pen
  have? Candidates with experience in sales
  background normally demonstrate strength in this
  area. However, many of them still find some
  obstructions when the questions they ask lead to
  a conclusion where the customer needs a solution
  they cant offer. For example, you can find out a
  customer is in the market for a pen, but they may
  need a blue one when youre only selling black.
  Also, its not necessary that a buyer will keep
  answering your questions. They probably dont
  even have any interest in talking about their
  problems with a stranger. The solution-based
  approach is better than the value-added approach,
  but theres still a fair chance itll not be a
  perfectly built answer. Thats why I always look
  up to the third technique.

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The Problem- formation Approach

• Problem formation without question is the best
  way to sell me this pen. Instead of asking open
  questions, people use various types of tactics to
  ensure the buyer traps and cant deny the
  solution. So, in this method, the buyer comes to
  a pre-set conclusion which a seller has already
  arranged.
• This is the best possible method for good
  outcomes. 
• Any seller who can successfully take this path
  has the kind of grip which a buyer wants to see. 
• But let me tell you this method is not easy as it
  sounds, one has to be clear with the concepts to
  use the problem creation approach.
• In the end, if they arent experiencing any
  problems with their current pen situation or
  dont have an objective to improve their current
  state, you will simply just waste your time.

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Note that before pitching for the product, one
should ask prospect questions along the lines
ofWhat kind of pens do you usually use?What
are the main points associated with your current
pen choice?What is your ideal pen?Are you
looking for a stylish body pen or a simple
one?Information is everything once you have
enough data or insight about how a potential
customer thinks and what theyre trying to find,
it helps you sell the product in a way thats
relevant to them.There are exactly four sales
skills the buyer or interviewer want you to
have

• How do you collect information?
• How do you counter information?
• How do you convey the information?
• How do you ask or close the statement?

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Conclusion

• One should have in mind that if a person asks you
  this question, the four-skill framework should be
  in the mind. Find out how they used a pen (gather
  info). Highlight the importance of the activity
  they last used a pen (response to
  information). Sell something bigger than a pen,
  sort of state of mind (deliver info). Ask for the
  buy (closing). Remember, its not about actually
  selling a pen. Its about showing how well youll
  sell a product. And there is an infinite number
  of answers to this question, its easy to
  memorize an easy formula made by you. So, if you
  ever counter this question, never go for a simple
  answer instead give it some time and then answer
  it properly.