The key point of this question is to see if you understand what selling is all about.
9 out of 10 people will immediately start describing the pen and its features (like people did during
the seminar at the end of the movie) - "it writes smoothly",
"it looks great", "it's cheap", etc.
This is an indication that they are clueless about selling.
A correct approach is to first investigate client's needs by asking questions about their situation,
then address those needs with the product capabilities in a way that creates clear and significant value in their minds,
and then convert this value into cash. That is the point of the test:
to see if you can discover the needs, develop a solution, and close the deal.
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CEO: Do me a favor, sell me this pen. (reaches across to hand me the pen)
Me: (I slowly roll the pen between my index and thumb fingers.) When was the last time you used a pen?
CEO: This morning.
Me: Do you remember what kind of pen that was?
CEO: No.
Me: Do you remember why you were using it to write?
CEO: Yes. Signing a few new customer contracts.
Me: Well I’d say that’s the best use for a pen (we have a subtle laugh).
Wouldn’t you say signing those new customer contracts is an important event for the business? (nods head)
Then shouldn’t it be treated like one.
What I mean by that is, here you are signing new customer contracts, an important and memorable event.
All while using a very unmemorable pen. We grew up, our entire lives, using cheap BIC pens because they get the job done for grocery lists and directions.
But we never gave it much thought to learn what’s best for more important events. This is the pen for more important events.
This is the tool you use to get deals done. Think of it as a symbol for taking your company to the next level.
Because when you begin using the right tool, you are in a more productive state of mind,
and you begin to sign more new customer contracts. Actually. You know what?
Just this week I shipped ten new boxes of these pens to Elon Musk’s office. Unfortunately,
this is my last pen today (reach across to hand pen back to CEO). So, I suggest you get this one.
Try it out. If you’re not happy with it, I will personally come back next week to pick it up. And it won’t cost you a dime. What do you say?
CEO: (picks jaw up off floor) Yes.منبع: سایت کورا
موضوع: -کارفرما در جلسه مصاحبه: 'این خودکار رو برای من بفروش' -شما: ؟؟؟ (دفعات بازدید: 1395 بار)
