Barun Mohanty is the most viewed interview writer on Quora
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Don’t ask crap questions like “Do you need a pen?”, “What kind of pen you use?”. I’m gonna tell you the exact words. If you won’t find it useful in your interview, you can downvote my answer.
First, Let’s have a look on some failures.
Interviewer- Sell me this pen?
You- Do you need a pen?
Interviewer- No, I don’t.
You- Can I know, what kind of pen you use?
Interviewer- Yes, I use good pens. But I don’t use craps like yours.
Let’s bring it on. You have a normal, cheap pen to sell (Let’s say 045 Reynolds)
Image source- Reynolds
Interviewer- Sell me this pen.
You- Sir, this is 045 Reynolds fine carbure, normally runs 15 days smoothly for an average sales guy.
(You just provided general information and told the interviewer that your target market is salesmen. As we know your interviewer is also in sales. And this pen is specially designed for sales persons.)
You- 70% of the salesmen found it useful as per our survey.
Interviewer- What happened to other 30%? (Now you are controlling the subconscious of the interviewer, he is asking the questions you want. It will make your process easier)
You- Rest 30% don’t use it [humour]. (You just told him your pen is the best selling pen and favourite among the salesmen. At the same time you respected other companies and showed honesty by not saying 100%)
Interviewer- So what? My pen is working perfectly for me and I think I’m among the rest 30%.
You- Sir, it is more than a normal pen. Its ink doesn’t get spilled in high temperature as normal pens. Spilling of ink might cost you a fortune. Your costly suit might get dirty. It might cost you a sales call and you might lose your job.
(You just told him the biggest problem and scared him :-D)
Interviewer- So what? My pen doesn’t get spilled.
You- Sir, your pen is unique (He gets happy). But, this pen costs only 6 Rupee and is easily available in every store in your city. If you lose this pen, don’t worry, you can have it easily.
(You just showed your pen’s availability. People use products which are easily available to them. Will you buy a cell phone, which doesn’t have a service center? Pen is something, people get used to it. If you are using a particular pen, you will need the same pen when you lose it.)
You have just processed his mind to buy your product. Before he says anything, say this-
You- It has a white body and a blue cover. White stands for clean, purity, honesty and blue stands for reliability. It will definitely create positive aura around you and your customer/ prospect during a sales presentation and it might lead to a sale.
Interviewer- Okay. I will think about it. (Objection- 1)
(Someone is going to think means he is not going to buy your product)
So, It’s time for CTA (Call To Action)
You- Sir, this amazing pen normally costs 6 Rupee but if you buy it today, I will give you for 5 Rupee.
(You just created an emergency. Let’s see how he responds.)
Interviewer- Well, I will buy it tomorrow then. Today, I don’t have money/ change. (Objection-2)
You- Sir, I won’t mind if you pay me tomorrow. But I want to see you getting benefitted from today. So, please have the pen. Pay me tomorrow.
(What will he say, now? No, I don’t want to get benefitted from today?)
He will buy the pen and you will get selected.
***Follow me for awesome Interview Answers Barun Mohanty
You must bring your pen with you to the interview and put it on the table. There will be a fair chance the interviewer will tell you to “Sell your pen to me”. So, start writing a sales pitch on your pen or you can use mine.
Thank you for asking and best of luck :-)
