How to sell a pen at an interview. How to take the test
For many applicants, an interview becomes a rather difficult test - anxiety, constraint in communicating with a stranger, and fear of making the wrong first impression take their toll. The employer, in turn, is in no hurry to create the most comfortable conditions for the applicant. One of the common interview tasks is asking someone to “sell” a pen or any other item on the table. So what should you do to avoid getting confused and missing the chance to get the job you want?
Why does an employer ask you to “sell” a pen during an interview?
Most often, applicants for positions directly related to sales face this test. According to the employer, the ideal candidate should have a high level of stress resistance and be able to react quickly and correctly in unusual situations. A request to “sell” something during an interview is just such a non-standard situation that can confuse even experienced salespeople. As a rule, the employer strives to reveal the potential of the candidate, to see his perseverance and desire to sell. Dialogue with the applicant during the “sales” process is able to demonstrate his communication skills, experience, perseverance, and compliance with the main stages of sales.
How to “sell” a product at an interview: basic rules
In fact, it does not make much difference which item will be offered for “sale”. There are a few golden rules that apply to any item that needs to be “sold” (be it a pen, pencil, stapler, or anything else).
- Take your time. You have every right to ask for a couple of minutes to collect your thoughts and think through your next steps.
- Consider the “product”, pay attention to its features and characteristics. Any seller must have all the necessary knowledge about the product he is selling in order to properly present it to the buyer and answer all his questions.
- Stick to sales milestones. There are five of them in total: establishing contact, identifying client needs, presentation, handling objections and closing the deal. In practice, “ideal transactions”, during which the seller and buyer go through all five stages, practically do not occur. But in a situation where you need to “sell” a pen at an interview, demonstrating theoretical knowledge can be to your advantage.
- Don't lie. You should not invent any incredible features of the item being sold. Remember that a client can always ask you to demonstrate the product in action, so don't attribute the ability to a pen to change ink color or write on its own if this is not true.
- If the “sale” is successful, offer to purchase something else. This could be a spare refill or a pad. The employer will certainly appreciate this move.
Establishing contact with the “client”
Be sure to say hello to your interlocutor, introduce yourself and find out his name. From this moment the process of “selling” and communicating with the employer in the guise of a client begins.
Identifying the needs of the “client”
Understanding the customer's needs is the basis of any sales. Ask your “potential buyer” a few questions to which he will answer yes. For example: “Do you often have to sign important documents?”
Presentation
Show the “client” the pen and briefly describe its characteristics. You can also offer to independently evaluate the properties of the pen by trying it out. When presenting a product, focus on the benefits 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 client who is interested in purchasing will most likely not object to the seller. You should expect clarifying questions from him that will allow you to better understand the advantages of the product and its special characteristics. But in a situation with the “sales” process, during the interview the employer will try to find out whether the candidate is able to handle objections. For example, a “client” may say that he already has a pen that he is completely satisfied with. Here is one option for a competent response to an objection: “Of course, you already have a pen, because any business person needs it. But, you must admit, pens so often stop writing at the most crucial moment! I offer you a spare pen that can help you out in such a situation.”
Completing the deal
When the “client” finally agrees to “buy” the pen, the transaction should be completed gracefully. For example, offer to “buy” another pen at a reduced price or buy a set of a pen and a stylish notebook.
What to do if the “client” flatly refuses to “purchase”?
Don't be afraid to improvise! Just because an employer portrays you as an uncooperative buyer doesn't mean you're not a good fit. Try to find a non-standard approach to the “client”. For example, ask him to give you an autograph. When your 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 during an interview. Here's one of them.
We've all had to go through job interviews; for many applicants this is a very exciting process. At the same time, the employer does not always strive to create simple conditions during the interview, especially when it comes to interviews for sales vacancies.
After all, the seller must have stress resistance and the ability to easily get out of any situation. One of the questions that often baffles many candidates is the request to sell a pen during an interview. I had to observe a situation where an experienced salesman, who had been selling expensive cars to VIP clients for many years, got lost and fell into a stupor when selling a pen. So, let's figure it out: how to sell a pen at an interview?
Why do they ask to sell a pen during an interview?
In order to successfully sell a pen at an interview, you first need to understand the employer's motives. They can vary greatly depending on what vacancy you are applying for. Therefore, my advice to you is to always research the employer and the type of job before the interview. Even applicants with good experience do not do this, but preparation is also one of the stages of sales technique.
Typically for candidates with no sales experience, this test is made to evaluate the candidate's tenacity and desire to sell. If a person refuses to sell or gives up after the first objection, then he will behave the same way with the client. You can always tell from a candidate when he is trying, and when the sale itself is a burden to him. Naturally, if you take candidates without experience in sales, then it is better not to take people who do not have perseverance and a desire to sell. If you are not prepared for refusals, objections and difficulties, then working in sales is clearly not for you. Working as a seller you need to be able to.
If you have sales experience and come to a vacancy where sales experience is required, then the employer wants to see you in action, and he will first of all evaluate your knowledge of the stages of sales and your ability to overcome a stressful situation. If a candidate is applying for a position that requires sales experience, but does not know or does not use the stages of sales, then you are unlikely to be hired.
It’s also worth taking a closer look at who is conducting the interview. If this is the case, then most likely she has a checklist for assessing the candidate. And she is tasked with assessing the candidate’s specific parameters, for example, the same sales stages or perseverance at...
If your immediate supervisor is conducting the interview, then in this case it is important not just to show, but also to be liked as a salesperson. Here you need to put in maximum effort and flexibility.
How to sell a pen at an interview
So, you heard a request to sell you a pen, what should you do? Here are some rules that must be followed to successfully sell a pen:
- Do not hurry. If you feel that you are overly anxious or need to think, asking for a minute to prepare is normal practice.
- Carefully study the product being sold.
- Stick to sales milestones. This is a win-win option, any employer will appreciate it, and even if you can’t sell, they will most likely hire you anyway.
- Pay special attention. 90% of sales success depends on this; when identifying needs, it is imperative. I recommend asking the following questions: How often do you write? What is important to you in a pen? Do you ever run out of ink? What pen is the client using now? And what does he like about it and what could be improved? Do you have a spare pen?
- Do not lie. There is no need to attribute miracle properties to a pen for 2 rubles. And you also don’t need to say that a Parker pen costs 10 rubles.
- Use, be sure to maintain eye contact, let the client hold the product in his hands. I also advise you to find out: . Not only will these tools help you build trust with the client, but you will also earn respect when being evaluated by a professional.
- If the client agrees to the purchase, be sure to offer something else: spare paste, diary, notepad, stapler, paper, etc. This small move will set you apart from other candidates.
The scheme for selling a pen at an interview is approximately as follows:
Good afternoon, my name is …………, how can I contact you?
Let's call you by name, I see you are a business person, and I have a unique offer individually for you. But first let me ask you a couple of questions?
- How often do you have to take notes?
- Under what conditions do you write?
- What kind of pens do you like?
- Do you always have a pen with you or only at work?
- Do you have many employees in your department?
IMPORTANT: you need to ask as many questions as necessary in order to understand on the basis of what benefits to carry out.
Presentation
The presentation needs to be built on the basis of identified needs, and if the need is identified, then presenting the product is not difficult. If you find out that the client writes often, then offer him a pen as a spare. If the client writes so rarely that he does not have a pen, then tell him that you just need an inexpensive pen just in case. If a recruiter is conducting the interview, offer him to buy a pen to give to candidates or colleagues or subordinates to fill out the questionnaire.
Work with objections
Humanity is divided into two categories - some think that the position of a sales representative is cool, constant communication with nice people and a good salary. Others, imagining themselves in this place, are sure that they will be bullied, 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 do not know how (or do not 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 during an interview you are asked to sell a pen (or pencil) to a person who had no intention of buying anything.
The example today is considered a classic and can be found everywhere - in movies, at all kinds of trainings and courses. Even in the comedy “Bartender,” director D. Shturmanova used this technique when interviewing the main character.
Don’t be afraid if at first this task seems impossible to you - by acting correctly and competently, you can easily become a sales “guru” and an ideal sales representative. You won’t mind the frowning brows and sour expressions of your interlocutors, you will learn to bypass arms crossed on your chest and scary signs “No sales agents allowed.”
When you hear such a proposal, don’t get confused, immediately get involved in the business game and use your 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. A 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 from a successful representative: “The pen is automatic, with a wonderful thin rod and rubberized insert. The manufacturing company has been on the market for several years and is in first place in terms of sales.
If the pencil breaks, the pen will work for a very long time and will never let you down. Its blue body matches your eyes perfectly, highlighting your personality.” By the way, healthy flattery is pleasant to all inhabitants of planet Earth, without exception, and this should also be taken advantage of.
Commandment 2. Know how to enter into dialogue with the client.
- Remember to make eye contact. Don't lower your eyes and look at your interlocutor all the time. The ability to hold your gaze is an example of a successful and confident sales agent.
- Find out the interviewer's needs. You can visually assess the workplace of your interlocutor, how often his phone rings (respectively, how much information is received). Then use all the noted points in your presentation.
- When asking, use the method of open questions, the answers to which necessarily involve a detailed response, and not dry “yes” and “no”. "How do you think?" or “Why?” - the most common variants of such questions.
Commandment 3. The secret to selling a pen at an interview is simple: a skillful presentation. She should be bright, smiling, assertive and friendly. Tell us about the advantages of pens from this company, come up with a super promotion or a unique offer.
Your speech should be beautiful, memorable and in no case go past the client’s ears. Even if you have to stand on your head or do an acrobatic element, it’s for the sake of business and don’t be afraid to seem funny or stupid.
Try not to enter into any discussions with your interlocutor, but stick to your line. Tell them that your counterpart’s boss or Bill Gates has such a pen. No one will check this information, but each of us wants to be the owner of the same thing that the powers that be have.
Nowadays it is fashionable to be successful, and some objects are symbols. Convince your counterpart that a pen is a guarantee of 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 eliminate a problem. Find and demonstrate to him the benefits that will come with this pen.
A person may turn out to be a lover of crossword puzzles and cannot do without a pen. Or a parent of a schoolchild, or perhaps an author of denunciations against neighbors (and using a color printer it is easy to identify the owner of the equipment, so denunciations should only be written with a pen). And in everyday work, what office plankton can do without this writing instrument? (It’s better not to talk about plankton to your interlocutor’s face).
Take a piece of paper and show what a pen can do - draw lines or draw a sketch. Remember that the first impression is the most important, and only then come the technical characteristics of the item.
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 his hands, a potential buyer will be able to clearly see its best qualities.
Secondly, there is another important nuance here - any of us, holding a new item in our hands, feels like an owner and, when giving it back, we feel regret and a desire to become its owner. As you can see, even human greed can be brought to your aid.
Commandment 6. Do not delay the moment of making a transaction. Use another method: “the technique of accumulating consent.” 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 positively 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 overall satisfaction of both parties.
Commandment 7. It happens that a counterpart deliberately complicates the task by refusing dialogue and answering everything with “no” and “not necessary.” 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 that the interviewer sees your potential, drive, good language and ability to get out of difficult situations. At the end, be sure to add: “If you don’t want pens, I also have a ruler, pencil, stapler...” And then use the same diagram for further dialogue.
When selling a pen or pencil, the main thing is that you can demonstrate your business qualities and persuasive skills to your future employer. Be confident from the first second to the end.
Remember that the symbol of direct selling is the rhinoceros
- thick skin that does not allow negativity to pass through,
going ahead
and capable of crushing competitors.
Adopt his best qualities, and you will definitely succeed - you will be an example of a stress-resistant, assertive, sociable and purposeful trader who the next generations will look up to.
It is difficult to confuse a good salesperson; he solves a simple problem like “sell a pen to an employer” in a matter of seconds. Here are some great options for conducting such a demonstration event; adopt any one.
How to convince an employer to buy a pen?
Before choosing any specific tactics, try to understand the motives of the potential employer. What answer is he expecting? What goal does he set for himself - to get an idea of your personal qualities or to evaluate you in terms of basic professional literacy?
Offering to sell a pen is a universal technique. Using it, a manager or recruiter can check the applicant for:
- stress resistance;
- ability to build a dialogue;
- knowledge of classic sales stages;
- ability to persuade;
- willingness to think originally and take an individual approach to performing assigned work.
To avoid making mistakes, avoid the temptation to rush into an 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. It probably 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 simply 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 your interlocutor. Make eye contact with him and say hello with a smile. Identify yourself and ask how best to address him.
When starting a conversation, it makes sense to give 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 conditional buyer, for example: “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?”, “What kind of pen do you use?” 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 excessive pressure: a salesperson who resembles an obsessive market fortune teller is a bad salesperson. Under no circumstances should you lie: a simple pen that costs twenty rubles cannot have any unique characteristics.
If they take the product, be sure to try to sell something else. If there is a categorical refusal, try to exchange contact information with the “client”: they say, even if you are not interested in buying now, but maybe you will think about it later.
Product plus gift
Offer some kind of bonus in addition to the product (not just an imaginary one, but a completely realistic one). Information may well be an additional product.
Come up with a promotion right away that meets the buyer’s needs.
Let's say if he mentions that he sometimes has trouble planning, invite him to a planning workshop your firm is hosting next weekend. No time on weekends? Well, we are ready to send you material by email... Knowing your email, we will also be able to inform you about really interesting new promotions.
Viewing the buyer as a seller
Ask if the interlocutor knows how to sell and wants to earn income. Most likely, the answer will be yes. Recommend that he purchase a pen at an attractive price for subsequent resale.
Let this pen be considered as an example of a product that you can obtain in bulk.
What is your personal interest? You want to support a pen manufacturer because you intend to establish long-term partnerships with them.
Autograph of a successful businessman
Say that you have been interested in organizations for a long time. which the “client” represents, and add: “I’m glad that I was able to communicate with the head of the company - you. Would you give me an autograph as a souvenir?”
An entrepreneur will most likely reach for a pen - oh, and you have it! It's time to offer it for sale at a symbolic price.
Your speech will be much more persuasive if, before its climax, you can demonstrate a deep understanding of the company's business model and 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 a fact that the interview will be considered successful as a result. Such things can only be done with businessmen who are equally endowed with bulldog business acumen and a remarkable sense of humor.
If the “client” carelessly gives you an expensive or rare pen, try to sell it according to the standard method, but do not try to overcome the obvious resistance at all costs. Stand up and put the luxurious pen in your pocket: “Eh, it looks like I can’t complete the task... Well, then I’ll go.”
You will probably be stopped. Right off the bat, your proposal will sound very, very impressive.
An interview is one of the most important steps to getting the job you want. Your future career and career advancement, your salary, and the responsibilities that will need to be performed every working day depend on your meeting with the employer. Before the fateful meeting, it is necessary to obtain information about the company, proposed activities, competitiveness and prospects of the company. It would also be a good idea to make a list in advance of those issues that are important to you, but were not mentioned in the job description.
The purpose of the test “How to sell a pen at an interview”
When joining any trading company, you may be asked to sell a pen during an interview as a test task. No matter how strange the task may seem, in its subtext it has very specific goals - to identify your communication skills, to understand how quickly you navigate new situations. The test “How to sell a pen at an interview” also gives the employer an opportunity to identify your strengths and weaknesses and create a more complete picture of you as a future employee of their company. In principle, it does not matter whether it is a pen or any other object. The main thing is to hear your thoughts, evaluate how flexible you are in your judgments and attentive to your interlocutor.
At the interview
Having heard a similar version of the test task, most applicants come into a slight shock and, due to nervousness and confusion from the unexpected step of the manager, fail the test miserably. So, let’s prepare in advance how to sell a pen at an interview. Before presenting the pen, you need to say hello, say your name and the company you represent. Then figure out how to approach the buyer. Don’t forget to use the “you” respectful address. Next, go to the client. If you receive a refusal to your offer to buy a pen, clarify the reasons with related questions: “Why?”, “What exactly do you want?”, “For what purpose is it needed?” Try to ask questions that can be answered in detail - this will give you the opportunity to collect as much interesting information about the client as possible. If he is taciturn and answers with the standard “yes” and “no,” then try to formulate questions so that the client more often gives an affirmative answer.
After listening carefully to the information received, you can invite the potential buyer to focus on exactly those characteristics and properties of the pen that he is looking for.
This can be a long service life, a presentable appearance, the ink itself, the core, in principle, anything, as long as it is significant and has value for him. If you can’t sell a product at an interview, use various tricks and tricks: offer to place a special order, show your readiness to fly abroad for the desired pen model, promise to engrave the client’s initials on it. When taking the “How to sell a pen at an interview” test, use your imagination and don’t give up. Remember, the main thing is not the result itself, but the assessment of the ways to achieve it.