Sell ​​me a pen at a film interview. How to sell a pen at an interview - an example of a dialogue

hallmark a talented sales manager is his ability to convince a potential buyer of the need to purchase one or another 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.

At this stage, you can ask the following questions:

• Do you often have to sign documents?
• important to you appearance pens?
• 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 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: there is 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 it’s not worth replaying 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 of sales theory, his work experience, as well as the ability to conduct a conversation with a buyer to identify his needs and use the information received in further building a dialogue.

In order to get out of such a situation with dignity at an interview, you do not need to memorize possible 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.

A good salesman is hard to confuse - he solves an elementary problem in the style of "sell a pen to an employer" in a matter of seconds. Here are some great options for holding such a demonstration action; adopt any.

How to convince an employer to buy a pen?

Before choosing any specific tactics of behavior, try to understand the motives of a potential employer. What answer does he expect? What is his goal - to get an idea of ​​​​your personal qualities or evaluate you in terms of elementary professional literacy?

An offer to sell a pen is a universal technique. Using it, the manager or recruiter can check the applicant for:

• stress tolerance;
• the ability to build a dialogue;
• knowledge of the classical stages of sales;
• ability to convince;
• readiness to think in an original way, individually approach the execution of the assigned work.

To avoid mistakes, avoid the temptation to rush your answer. Ask for five minutes to think and prepare several action algorithms during this time - if one does not work, you will smoothly move on to another.

Be careful. Take a close look at the handle. She certainly has certain objective advantages that are easy to play on.

Ways to solve the problem

Let's start with the simplest option. It is appropriate if you just need to demonstrate understanding of the matter. It should be kept in mind as a guide.

standard sale pen

Abstract from the fact that you have already met the interlocutor. Make eye contact with him, say hello with a smile. Introduce yourself and ask how best to address him.

Starting a conversation, it makes sense to make a hidden compliment to the “client”: “You, I see, are a business person ... Let me ask you a couple of questions? Don't be afraid, I'll distract you for a while."

Ask questions that will reveal the needs of the prospective customer, such as: “How do you write down plans?”, “Have you ever been in a situation where you could not write down some important information and forgot it?”, “Which pen do you do you use it most often, does it have any disadvantages?

When offering a pen, offer to hold it. Promise a discount: "For those who purchase our products for the first time, we provide a 10% discount."

Speak confidently, but without undue pressure: a salesman who resembles an obsessive market fortune teller is a bad salesman. In no case should you lie: a simple pen worth twenty rubles cannot have any unique characteristics.

If the goods are taken, be sure to try to sell something else. In case of a categorical refusal, try to exchange contact information with the “client”: they say, even if you are not interested in buying now, but suddenly you will think about it later.

Product plus gift

Offer some kind of bonus in addition to the product (only not imaginary, but quite realistic). Information is quite capable of being an additional commodity.

Come up with an immediate promotion that meets the needs of the buyer.

For example, if he mentioned that he sometimes has problems with planning, invite him to a planning workshop that your firm is hosting this coming weekend. No time on the weekend? Well, we are ready to send you material on email… Knowing your e-mail, at the same time we will be able to inform you about really interesting new promotions.

View of the buyer as a seller

Ask if the interlocutor knows how to sell and wants to earn income. Most likely, the answer will be in the affirmative. Recommend him to buy a pen at an attractive price for later resale.

Let this pen be considered as an example of a product that you can get in bulk.

What is your personal interest? You want to support a pen manufacturer, as you intend to establish a long-term partnership with him.

Autograph of a successful businessman

Say that you have been interested in organizations for a long time. represented by the “client”, and add: “I am glad that I was able to communicate with the head of the company - with you. Can you give me an autograph as a keepsake?"

An entrepreneur will most likely reach for a pen - oh, but you have it! It's time to offer it for sale at a symbolic price.

Your speech will be much more convincing if, before its climax, you can show a deep understanding of the company's business model, knowledge of its history.

You do not want? Well, as you wish!

And this option is not for the faint of heart. It will almost certainly work, but it is not certain that the interview will be considered successful as a result. You can only do such things with businessmen who are equally endowed with bulldog business acumen and a remarkable sense of humor.

If the "client" imprudently" gives you an expensive or rare pen, try to sell it according to the standard method, but do not try to break the known resistance at all costs. Stand up and put a luxurious pen in your pocket: "Eh, it looks like I'm not getting the job done ... Well, then I'll go."

You will surely be stopped. From the doorstep, your proposal will sound very, very impressive.

Everyone who was interviewed for the position of a sales manager more than once had to sell a pen or any product at an interview to an HR or a future manager. Many people receive a positive or negative answer precisely after demonstrating their sales skills directly to the interview. In order not to get into an awkward situation, let's figure out how to sell a pen for an interview.

In order to properly build a sale, let's do a little preparation (you can read about the importance of preparation) and answer a few questions for ourselves:

1. Why are we asked to sell a pen for an interview?

The answer to this question is obvious: the employer wants to test our sales skills in practice. After all, the way you behave in the process of impromptu negotiations is the way you will communicate with real client. Moreover, the interlocutor will surely pay attention to what sales techniques you use and how.

Also, do not forget that in negotiations it is necessary to demonstrate not only perseverance, knowledge and application of sales skills, but also to impress the future leader and please him as a person. If an HR interviews you, this does not change the essence of the matter, since it depends on him whether they will offer you an interview with the manager or not.

1. How to sell a pen for an interview?

Before proceeding directly to the sale, ask for 2-3 minutes to prepare. There is nothing to be ashamed of here, any sale begins with preparation. During this time, you need to do the following:

• Carefully consider the product being sold, form for yourself as many advantages of the product as possible.
• Think of a funnel of questions to identify needs, remember that you should get as much information as possible from the answer to each question. Also, do not forget that if the needs are identified incorrectly or not identified, you will not be able to make a successful presentation. Alternatively, start with the following questions: I see you have a diary (notebook) on your desk, and how often do you have to write something down? What pen are you currently using? What is important for you in a pen (after the interlocutor's answer, ask a couple of times the question, what else?) Have you had situations when, at the most crucial moment, the pen let you down, broke or stopped writing? Do you use a spare pen? If the pen is green or red, be sure to ask how often the client needs to highlight something in their notes.
• Think in advance of the client’s objection and ways to overcome them (this one will help here)
• Based on preliminary communication for an interview, evaluate what you need to demonstrate to a future employer: sales stages and communication skills or a creative approach to work.

Classic pen sale

AT this case, it is important to clearly adhere to the stages of sales as in . I will not give the script on purpose, so as not to limit readers to any framework. However, I suggest considering a few points that are worth paying attention to:

1. Take this sale seriously and act in the most plausible terms possible.
2. Do not give free rein to fantasies, do not talk about the healing miracle properties of a pen for five kopecks or convince you that a representative Montblanc brand pen can be bought for less than a dollar.
3. A very common mistake is skipping the greeting stage, namely the establishment of contact. Do not neglect this stage, give it up to 20 seconds and move on to the next stage.
4. When identifying needs, set the maximum open questions in order to get the maximum picture of the needs of the client and choose the tactics of product presentation.
5. Before proceeding to the presentation, be sure to summarize all the wishes of the client and clarify: did you miss anything?
6. Build the presentation completely on the needs of the client, if any properties are not important for the client, but you want to voice them, mention them casually without focusing on it.
7. Don't forget that non-verbal communication also plays a big role in sales! Smile, maintain a soft and friendly tone of voice, gestures should not be closed. A good trick is to let the customer hold the product during the sale, and by talking about the key properties, invite the buyer to test them in practice. For example: If we are talking about the fact that the pen writes thinly and without special efforts, invite the client to write a few words to make sure of this, if the pen does not slip in the hand (has a rubber or matte surface), invite the client to hold it while telling why it is so important and convenient.
8. Bargaining - if the buyer asks for a discount, do not rush to agree with his offer. After all, for you and for the employer, a discount is a decrease in earnings, although it sometimes allows you to keep a client. Try to explain that a quality product cannot be cheap, if the client insists on a discount, offer him a discount if he takes 10 pens or some related accessories, such as a rod, pencil, diary or a pack of paper.
9. Agreement. If the client has agreed to buy a pen from you, don't rush to complete the sale. Offer him related accessories, find out if he wants to receive news and discounts from your company, and be sure to take his contact phone number.
10. Don't forget to end contact. Thank the client for choosing the company and be sure to leave him your contacts.

Non-standard creative ways to sell a pen for an interview

The methods described below are suitable if the future employer wants to test you for creativity or, in other words, for the use of non-standard approaches in work. In this case, it is very important to be able to improvise and try to offer such sales options that the person playing the role of the buyer has not heard about before. To understand what I'm talking about, I'll give you a few examples of how to sell a pen on an interview:

1. We create artificial excitement

— I am surprised that you are not interested in purchasing a parker pen with a price 30% below the market price, because. several of your competitors have already offered me cooperation.

- If you suddenly decide to buy, you have my contacts, just do not delay the decision, because. time can be lost, and hardly anyone on the market will make such a profitable offer to you.

This method makes sense to apply if you were given a really expensive pen in your hands.

1. We offer partnership and promise benefits

— You are not interested in buying a pen for yourself, but have you ever thought about how you can profitably make money on the resale of pens? I suggest the handle below market value, and you, as a person with sales skills, can easily resell it and earn a solid reward on this. Large investments are not required from you, and you can get profit when minimum cost resources!

1. Offer a benefit unrelated to the product

I suggest you purchase this pen in order to use it to test the sales skills of other candidates for this vacancy.

1. We create a situation

This method was used by the heroes of the film "The Wolf of Wall Street". Its essence is to create a situation where a pen is needed. For example, ask the interlocutor to write down something very important in the diary, and when he realizes what to write down, offer him to sell the pen.

You can come up with many such scenarios, the only limit is your imagination. Finally, I would like to remind you that before deciding which one you will use, you need to understand what exactly the interlocutor wants to check. If you have no or little experience in sales, work according to the classic scheme described at the beginning of the article, so you will show the employer that you know the basic sales technique and can put it into practice.

For many applicants, an interview becomes a rather difficult test - excitement, stiffness in communicating with a stranger, fear of making the wrong first impression affect. The employer, in turn, is in no hurry to create the maximum comfortable conditions. One of the common tasks in job interviews is asking you to "sell" a pen or any other item on the table. So what to do in order not to get confused and not miss the chance to get the desired job?

Why does an employer ask you to “sell” a pen at an interview?

Most often, applicants for positions directly related to sales face such a test. According to the employer, the ideal candidate should have a high level of stress resistance, be able to respond quickly and correctly in non-standard situations. Asking to “sell” something in an interview is just such a non-standard situation that can confuse even experienced salespeople. As a rule, the employer seeks to reveal the potential of the candidate, to see his perseverance and desire to sell. Dialogue with the applicant in the process of "selling" is able to demonstrate his communication skills, experience, perseverance, compliance with the main stages of sales.

How to pass an interview in 2020: the most important thing in 3 minutes

How to “sell” a product at an interview: basic rules

In fact, it doesn't really matter which item is offered for "sale". There are a few golden rules that apply to any item that needs to be "sold" (whether it's a pen, pencil, stapler, or anything else).

1. Do not hurry. You have every right to ask for a couple of minutes to gather your thoughts and consider your next steps.
2. Consider the "product", pay attention to its features and characteristics. Any seller must have all necessary knowledge about the product that sells, in order to properly present it to the buyer and answer all his questions.
3. Stick to the sales stages. There are five of them: establishing contact, identifying customer needs, presentation, handling objections, and closing the deal. In practice, “ideal deals”, during which the seller and the buyer go through all five stages, practically do not occur. But in a situation where you need to "sell" a pen at an interview, a demonstration of theoretical knowledge can play in your favor.
4. Don't lie. Do not invent some incredible features of the item being sold. Remember that a client can always ask you to demonstrate the product in action, so do not attribute the ability to change the color of the ink to the pen or write yourself if this is not true.
5. In case of a successful “sale”, offer to purchase something else. It can be a spare rod or a notebook. The employer will certainly appreciate such a move.

Establishing contact with the client

Be sure to say hello to the interlocutor, introduce yourself and find out his name. From this moment begins the process of "selling" and communicating with the employer in the form of a client.

Identification of the needs of the "client"

Understanding the needs of the customer is the foundation of any sales. Ask your "potential buyer" a few questions, to which he will answer in the affirmative. For example: “Do you often have to sign important documents?”.

Presentation

Show the “client” a pen, briefly describe its characteristics. You can also offer to independently evaluate the properties of the pen by trying it in practice. When presenting a product, focus on the benefits that it will bring to the “buyer”. For example: "This pen will allow you to write down important information wherever you are" or "This pen will emphasize your business status during negotiations with partners and clients."

Work with objections

A customer who is interested in buying will most likely not object to the seller. You should expect clarifying questions from him, which will allow you to better understand the advantages of the product, its special characteristics. But in a situation with the process of "selling" at the interview, the employer will try to find out if the candidate is able to work out objections. For example, a "client" may say that he already has a pen that suits him completely. Here is one of the options for a competent answer to the objection: “Of course, you already have a pen, because anyone needs it. business person. But, you see, pens so often stop writing at the most crucial moment! I offer you a spare pen that can help you in such a situation.

Completion of the deal

When the "customer" finally agrees to "buy" the pen, the deal should end nicely. For example, offer to “buy” another pen at a discounted price, or buy a set of a pen and a stylish notepad.

What to do if the "client" flatly refuses the "purchase"?

Don't be afraid to improvise! Just because an employer portrays a recalcitrant buyer doesn't mean you're not the right fit for them. Try to find a non-standard approach to the "client". For example, ask him to give you an autograph. When the interlocutor does not have a pen for this, offer him yours. By the way, this technique was used in the popular Hollywood film The Wolf of Wall Street. Or tell us that pens will soon become a scarce and unique product due to the active spread of digital gadgets.

An example of "selling" a pen at an interview

On the Internet, you can find many videos that clearly demonstrate how to properly “sell” a pen at an interview. Here is one of them:

Be sure to try on your own to come up with several options for how to “sell” a pen at an interview. In most cases, employers highly value the creativity and ingenuity of candidates. Be polite and self-confident, but by all means avoid importunity and aggressiveness, and you will succeed!

The main responsibility of a manager or sales employee is his ability to sell goods and services as much as possible. An energetic, sociable and creative person who can quickly orient himself in any situation is able to cope with this task. That is why at the interview very often the employer asks the job seeker to sell him some item.

Most job seekers don't know how to properly sell a product in an interview. The main task of the applicant is to find out the purpose of the question. The fact is that successful sales depend on integrated approach and the ability to apply sales psychology. The main purpose of such an interview question is to reveal the candidate's creative approach to ordinary things.

At the interview, the interviewer assesses the following skills of the applicant:

• ability to collect and analyze information;
• the ability to convey important information to the client (advantages of the product);
• the ability to persuade the client.

To successfully pass an interview for the position of a salesperson, the applicant must be able not only to advertise the product, but to help the client himself find a solution to his problem with the help of the proposed product. To skillfully do this, you need to collect as much information as possible about a potential client, to know his weaknesses. To do this, you need to ask as many questions as possible that will help to obtain the necessary information. Only on the basis of the received data about the client can conclusions be drawn about his needs.

Using this approach to organizing sales, the applicant will certainly stand out from his competitors. It is important to remember that a person does not buy a specific product, but a way to solve his problem.

How to sell a product in an interview

Many job seekers as a seller are interested in the question, how to sell a thing at an interview? The main mistake of most of them is that they treat such an interview with humor, without attaching special importance. And in vain, since it is during the interview process that the recruiter evaluates your qualities from the position of the buyer. If you can persuade him to buy the goods, it is likely that the work will already be yours.

How to sell a product in an interview

In order to successfully sell a product at an interview, you need to follow some simple rules:

1. Trademark. First of all, find out what brand of goods you are offered to sell. As a rule, the logo is located in the most prominent place. As soon as you know the name of the company, introduce yourself on behalf of its employee;
2. Product benefits. Well, gently list all the advantages of the product being sold. The main thing here is to emphasize the difference between your product and similar ones;
3. Don't talk about value. It is clear that for each person the price of goods plays an important role. The task of a successful sales manager is to convince the buyer that the price of the product corresponds to its quality and usefulness.

Another quality that a sales manager candidate should have is listening and rebutting objections. He will face this every day in his work. Potential buyer can always say that he was offered yesterday similar product but at a cheaper cost and more features. No need to be rude to the buyer. You should always give him a chance to speak. Only then can the rebuttal begin. This is psychological reception: when a person has spoken, it is much easier to continue the conversation with him, since he has already exhausted all his arguments.