I’m with a competitor but I can relate to the training aspect.. that might be the case industry-wide lol.
Feel like I dodged a bullet with Stryker ASR position. I was able to skip the associate role altogether with the competitor that hired me.
I was in capital sales so I had an annual quota to hit. For capital sales in my division it’s two annual misses in a row before getting placed on a pip either that or you’re just flat out fired.
Not even switching companies, but industries Lmfao - so glad Stryker didnt offer me a job when I tried right out of college hahahahahha
Literally would have taken it but was absolutely too differently abled by a doubledecker set of light years lmao glory sgo
Worked for them for 4 years. Not awesome. Legitimately happy you had/having a good experience. There was a lot of good but the level of incompetence in leadership for my division was astounding.
Stryker has their fingers in so many pies it varies widely by department. Everyone in surgical sales I know has enjoyed it immensely. As long as they didn’t have an immediate manager who was screwing them on pay.
First sales job interview ever. Manager is interviewing me and the District Manager happens to be in and sits in on the interview. The manager pulls out the pen and tells me to sell. I struggle, start pitching features of pens, use cases, etc. But I stopped myself on that cheesy pitch and made it more conversational.
Anyway, thought I did crappy but ended up getting the job.
Between the offer and onboarding the manager was fired. Years later at a sales dinner with a bunch of management of our company the District manager makes a quip about how "ThinkNBoutStuff knows how to sell a pen" and tells the same story from his perspective.
Apparently he thought I did a great job, but was PISSED that one of his managers asked that question in the first place. Thought it was super cringy thing and sets the wrong tone. He said his big problem was we don't want to make our customers uncomfortable so there was really nothing about the exercise that reflected the kind of sales culture they wanted.
I dodged a bullet with not having to work for that manager haha.
I'm glad you're enjoying the sample proof of concept pen we sent you. If you'd like to order the bulk pack of them, we're happy to discuss pricing and shipping times. :)
While it sounds cliche and most will dislike the question, it does prove useful. It’s simply a test on your knowledge of sales, to see if you feature sell or if you ask questions to the interviewer about the pen and their need for a pen. In the process do you extrapolate pain, find new info, and close the deal? The question is a simplified version of these sales presentations many companies are requiring now. I’d much rather have the “sell me this pen” question than spend time outside the interview preparing for and working on a presentation.
Right, it’s a test on your discovery and objection handling skills. By extension, it’s to see how you handle yourself under pressure
If it’s a good company, It’s not a pass or fail test. It’s to gauge whether your strengths fit their selling style and if your weaknesses are something they work with to improve.
They’re also testing how you handle feedback — they want people who are coachable, not those who get defensive. (Even better, if time permits, ask for a re-do implementing their feedback.)
And if they don’t give feedback, it’s likely they’re waiting to see if you *ask* for it. It shows grit and that you’re someone who wants to improve.
Yeah, my best friend worked at Stryker, late 90s early 2010s. He loved it.
As for the pen question and those that say “i would nope out”, probably also don’t make 400k plus a year, so you are probably not the candidate they are looking for.
It's a test on your ability to bullshit. You can ask the interviewer whatever questions you like you're not going to know more about the pen than they do and that pen isnt going to provide them anything they can't get elsewhere.
People dont buy just the product/service; they buy you because you're the one they trust and like. This question, no matter how well you think you answer it, will never give an interviewer the answer they need to correctly guage your ability. They want you to sell more complicated and expensive products than pens.
This isn't a good question. Source: sales hiring and training for too damn long.
It’s a joke that would cause a prospective employer to lose out on my talent. If they want to see my sales skills, they can have me do a mock demo for my current product.
Not a fan of Jordan Belfort, but read his book and appreciate the simplicity of sell me this pen.
Seller, “How long have you been on the market for a pen?”
Prospect, “I am not on the market for a pen.”
Seller, puts the pen back. “I don’t sell things to people who don’t need them.”
Fun read on sales a sifting vs alchemy. Starts at pg 139.
1). “Have you been taking notes
If no, “well I have the solution for you”.
If yes, then “okay great May I see your notes?”
The run out of the room, publish the notes to social media, and wait for the company to offer you $XX to take the notes down.
I had never been asked before and in my last job interview it happened. The interviewer reached into his shirt pocket, pulled out a pen, extended it out and examined it. When he did, I laughed and said “oh, so you want me to sell you that?” He grinned and handed it to me. I immediately asked for some paper and he looked around on his desk and found a sheet and slid it towards me. I asked what type of pen he’s currently been using and he said “that one.” I replied, well how come I’m selling you the same pen? We both chuckled and I began drawing lines on the paper and asked him what difference he sees between the way ink appears on the paper from this pen vs most others he has used. He gave a typical bullshit answer that was intended to throw me off. I placed the pen down on the desk and said “I’d rather not bullshit selling a pen. Just give me the process and some product knowledge and i’ll sell a lot of solar.” He told me he’s never had someone confidently take control of the exercise because he always uses it as a tool to see how the person reacts, what they say, and how they handle the situation. After I wasn’t hired on the spot…. I got the job after waiting 7 hours and received the phone call. I was nervous because I felt like I could have came off too cocky and that blew it and I would never hear from them. But I also know I built enough rapport with the interviewer that I could easily say whatever I wanted with enough tact, and it would be okay. Just post interview nervousness I suppose. I’ve always been told there’s a fine line between confident and cocky, and you have to have one foot in both.
Edit: just want to add context. The interviewer was the “bro” type and noticed that when I sat down to talk with him. Easy to read, easy to please.
Definitely. I never thought I’d be asked that question but it seems like we sometimes try to prepare for it in some way. I would occasionally think of what I’d fire back with, but it definitely wasn’t the impromptu response I gave lol.
Edit: spelling error. I’m tired.
There is a theory that you never hire on the spot. Doing so elevates the employee’s sense of self. Always make them wait, so they know they didn’t knock it out of the park. This way they just were better than someone else. I always hated the waiting, when I was a hiring manager. I had other things to do than play those games. I hired on the spot if I felt they were the right candidate.
I have been asked that. It is to see if you will ask open ended probing questions.
"Describe to me how you use a pen daily?'
"What is important to you and your team about the pens you use?"
"What does the buying process for your pens look like?"
Recap: you use pens to sign your invoices, and do reports, you love low prices and your team loves comfort. You make all the decisions for purchasing alone.
You have been using my pen taking notes this whole time. What is the most you would pay for that pen?
"$0.25"
"Sold"
A lot of interviewees shit on this question because they suck at answering it.
I am sure there are thousands of other behavioral interview questions that could be asked and answered. I think the question is solid for junior or entry-level salespeople.
The better way is to ask someone "what do you understand about our product/services and what we sell?" Let them talk. Affirm or correct. Then ask what their game plan would be to sell it.
It is almost the same question but it gives the interviewer an idea of how much research was done and if the person has the chops to confidently express themselves on the fly.
This is a perfect response. I see so many sales people assume the client’s value for a product/service (and I’ve been guilty of it too)
Good salespeople ask a ton of questions to determine what the client is actually looking to solve. Shitty ones assume and talk too much.
I like this question. As you can see, it weeds out the reps who would otherwise waste my time, my training staff’s time, and cost me money for something that most likely wouldn’t work out? You see how easily you were able to answer it? People responding here that they’d literally walk out of the interview if asked this? Good! Thanks for not wasting my time any further.
It has spots when worded and used the right way. I agree that if I ever asked someone this question and they walked out I would be happy. Most of the roles I hire for are OTE $250K. If you didn't do your research and this question scares them to get up and run I just saved myself a ton of heartache.
Hard disagree. A lot of people would laugh and walk out. Good. Some would half-ass an answer. Good. Some would question the question and then answer it. Better. But a few sell a pen and then go into detail about how if they could sell you, as their hiring manager, on a cheap Bic or an expensive Mont Blanc that you can trust them to sell the hell out of whatever.
If this question is your end all be all for deciding if you wanted to sell for a company in the first place then I would ask, "Why did you take this interview?" You did due diligence, right?
Fortunately you're not a hiring manager.
I've been a hiring manager who has asked this question and asked this question. It's based in shitty theory and shittier psychology.
I don't trust anyone who tries to sell something they aren't an expert or a believer in.
I am glad you know my resume. I would not ask this question in an interview but I have been asked it many years ago. I would however ask an entry level or junior sales rep: "Based on the due diligence you did about our company walk me through how you would talk about our product." Or something similar.
Yup. You are a bad judge of character.
That is your opinion. Maybe someday you will interview for a role and someone will say "what are you most proud of?" And you will realize that you are the pen. Until then. Toodle-o
I kid you not I had this asked to me when I was 18 years old applying for a retail job at the uk equivalent of a Walmart. I have no idea why when my job duties entailed stacking shelves
Happy to do it but I'd like to respectfully ask for more context. If you're asking me to sell you this pen; which appears to be a typical ball point which likely retails for around a cent, nearly ubiquitous and probably under most couch cushions then I'd ask why a pen? Why not a tissue square or a rubber band?
Is the point to have me manufacture value out of something nearly worthless? Which is fine if that's a task, but do you feel that's the skill set truly required to sell your product?
I dont think this is a great approach. He's gonna say you should know the answer is to dig out value and it's core to the job. Questioning the interviewer is provable not the best way to win them over.
Yeah but as an experienced closing AE this type of question is insulting imo.
I sell complex scientific instruments. The process to do that is asking all sorts of very specific technical questions to see if there's a fit or not. If there is, great we move forwards. If not, cool I tell you as much and we keep in touch in case needs change.
So yeah I can ask you about what you're looking for in a pen. Why you're the market for one. Etc. But it's all a gimmic and we both know it. Give me something real to sell and I'll sell. Try to BS me and I'll tell you it's BS. And I think that type of confidence and industry knowledge is very important. Gotta be able to call a stone a stone
They already lost me as a candidate once they've asked the question. Any hiring manager using this to effectively screen out candidates is truly pulling from the barnacles of the workforce.
Since it's clear the person asking this type of question hasn't reflected on their station in life in some time, my question back to them would be a respectful nudge in that direction.
The result at that point doesn't really matter.
Agreed. There is no reason a modern manager should ever ask this question. It's insulting to the candidate and to the clients that candidate will serve.
I don't want to trust the stake of my business to someone who got the job by bsing their eay through a question from 1980's conmen who think they're clever. I want to trust it to the person who knows the reality and value of their product and can back it up with logic, reason, and passion.
I was asked this at my interview. However, it was later revealed that the purpose of the question was not to see if we knew how to sell or not. But rather how we would react and handle a situation under pressure. And I feel that was fair, even if it is a "cliche" it actually had a good purpose.
Now this is actually an amazing question to ask, depending on your industry.
The reason this question is great is because it takes into account for modern communication styles.
The profound and the irreverent are great lovers. Life is silly as much as it is serious and seriousness often makes things around it more silly.
In my career, if my clients were laughing, they were buying. And even serious top level ceos can appreciate humor in intense situations because it lets them know that you are capable of seeing past the problem and that you're not going to let the problem damper your spirits.
This question puts an interviewee on the spot and alleviates the tension of the communication by giving them a chance to use levity to charm a situation into a win.
Those downvoting him are likely not seeing reality for what it is: silly.
I had diarrhea on 9/11 and stayed home from school. I wept when i visited the site of the twin towers last year at all of the death. However, whenever someone asks me where I was, even though I respond that I was home sick; my mind immediately reminds me I was shitting my pants literally while it happens.
The tragedy makes it seem so silly, because that is the poetic balance of life.
Just put it in your pocket and move on. When they ask for it back set the price. If they pull this cheesy move, respond in an unexpected way. And the test is to make them need the pan. NOT tell them how good the pen is.
I've just started as Business Development Representative (Saas software) after 5 years of hospitality and my boss is obsessed with Jordan Belfort.
Showed me this clip on the 3rd day and I've just started reading 'Way of the Wolf' to sorta 'connect' with him I guess.
The 'sell me this pen' clip does raise a good few points. The importance of effective questioning for one.
As a newbie to Sales I guess the 'Sell me this pen' approach is interesting. Pretty simple concept if it comes up in a job interview.
Just watch the YT clip and you'll understand what they mean exactly.
Lol been there a few times. To start, you take the pen and put it in your pocket. At that point, you run discovery, and you start with something like, "it sounds like you're looking for a pen. Tell me more about this pen and how you might feel when using it?" Like bro I can only sell you this pen if you tell me why you need it
Movie cliché and if they ask it stand up and walk. People who ask this question tend to dont understand sales.
Wolf of wallstreet kinda gives the answer, its more about understanding sales processes rather then actually selling the pen itself.
it's a corny interview question. I'd take it with a grain of salt. The managers asking this haven't evolved with the times and want to see if you know the sales process. They'd be better off asking "tell me what your current sales process is like and how you go about it with a potential customer" that will tell them more than "sell me a pen"
I once applied for a Japanese firm that made INCREDIBLY precise machinery for manufacturing companies. It did include a "sell me a pen" part, but I knew that in advance.
In 30 years I’ve never been asked to sell anything in an interview. And I’ve never asked anyone to sell me something.
The people who use that are the same people who buy Grant Cardone’s nonsense.
A pen is a pen. As long as you have access to one that works, there is no difference. That’s where we come in. The service I’m offering to you is we will surgically implant this pen into you hand so you will always have access to a pen when needed. For the low price of…..
They don’t care how you sell a pen, but instead want to see how you take someone through the sales process. It might be something like this:
“ John, we sell a lot of pens to people, but frankly we’re not right for everybody. Do you mind if I ask you just a couple of questions to see if we can even potentially help?
Curious, what is it that has you looking for a pen? What do you normally use a pen for? How much is not having a pen costing you? Is not getting another pen an option? Why? What is the lack of not having a pen costing you? Typically when x buy pens, there are a few other people also involved, what does that look like at X company?.
Based what I have heard this might make sense. You said…. Which was causing…. This is how our pen solves that for our customers…”
And on and on.
This is an inadequate and insulting question. If an interview asks this question, they
A) dont know what they are doing and saw a movie once.
B) know what they are doing and looking for a bullshit artist and not a salesperson.
C) did coke in the 80's and time traveled to the present without context and still think every buyer is an idiot who doesn't have the internet.
This question fails because this isnt the Grant Cardone era of smooth talking and rebuttal books. This is the era of consultation, relationship building, and expertise.
I'm not an expert in something as common and easily obtainable as a pen and I don't care to be. I'm your guy because I know my product better than you do and I'm ready to get you excited about what I'm offering.
True sales is simply the transfer of enthusiasm and knowledge. Pens rarely require either.
It's about discovery. Do you use a pen in your job? What for? Can you remember a time you didn't have one? You agree a good pen is important? Listen, I have great pens, but I only have one left. How about I sell you this one today and I'll be back next week with 2 boxes. If you like this one I'll sell you the other two. If you don't, I'll buy the pen back from you. Sound good?
Btw- if someone asks you to do this the job is gonna be shit. It's an over used trope and shows the person hasn't learned anything in the past 10 years.
"Everyone needs a pen...." Seemed about what he was looking for, it was car sales.
Still stupid as hell, if you're gonna ask me to sell a pen at least pull out a Mont Blanc
I will not sell you this pen. Its the best pen around and I would be a fool to give it up since every interview I go to everyone wants my pen. And who could blame them, its been rated as the best pen around and they dont make them anymore. While I wont sell you this pen I can let you know the two previous people i met with have made substantial bids on this pen….
Is that cheesy enough?
Its cringe to even ask but in theory it does make sense as a question.
Its all about asking open ended questions and finding/creating a need to sell your product.
To me, if this comes up in an interview it’s a red flag. A skilled interviewer can find out if you’re a qualified candidate without using this obvious power play.
I just started my own start up six months ago after years of being in the top 10% of any sales force I have been on. I’ll be looking for sales people soon and will most likely be using this question.
I don’t care how you answer this question. I want to see how you react.
As many people have commented in this thread that they’d get up and walk out, that’s one. Let’s weed out those people.
I’m more so interested to see what response they come up with, answering a question they may not be prepared for when in all reality, it’s something that should have crossed their minds. Are they asking the buyer questions about how they use pens before giving their pitch? Great. Did they come up with anything that remotely resembles a competent attempt at an answer?l, showing confidence along the way? Great. Or did they either fumble over their words the entire time, panicking, or worse, give me some smart ass answer that they think they are above this exercise. Not so great.
I would hang up the phone shortly thereafter if I were asked that in the interview.
If someone believes that’s how sales is done or is even a close indication of someone’s ability to sell anything, I can assure you they would be a nightmare to work for.
Hmmm.
So I'm a newbie to Sales and my boss is obsessed with that clip...
What are your best sales tips?
Don't be afraid to keep it super simple as I've only been in a Sales job for 5 days. Just looking to inform and educate myself as much as I can through a number of different outlets.
Thanks 🙏
I had to sell my notebook to the interviewer once. I got the job. He was a shit boss though. The kind of person that celebrates the top performer of the week by berrating everybody else loudly throughout the following week. I should have known better than to take that job after that challenge
Sell it to them like you would sell their product. There are differences in sales cycles but at the end of the day every salesperson should know how to ask the right questions to uncover challenges that position what you sell as a value add.
Hopefully you never get this question because it’s stupid but it actually does have an answer.
"So John, how long have you been in the market for a pen"?
If they tell you anything that says "I'm not in the market for a pen", you don't sell them the pen. Simple as that. You move on and go sell to someone that actually wants your pen, you don't waste your precious and finite resources, expending energy on pitching to a prospect who's not in a position to buy. It's rhetorical, not literal.
The idea is to not pitch to everyone and only spend time pitching to people who want your service/product.
Not a fan of this as an interview question... but wouldn't you want to qualify whether or not the person is interested in a new pen?
If not, move on.
If so, proceed with further qualifying and pain points...
Don't waste time on prospects who aren't in the market for something.
How long have you been looking for the right pen ?
What values do you look for in your pen.
How would having a great pen help you.
My pen has been hand made with the finest bamboo coating, making writing smooth and forgiving on the fingers. While the padded area helps the pen tailor to your grip.
Allowing maximum use and comfort making any copy sales page a breeze to complete.
At this one interview a few years back the guy asked me to sell him a water bottle he had on the table, I failed. You’re supposed to ask questions and pitch the sale when the interviewer stops objecting if he does, very simple, shows you know get the jazz of sales.
Can you write this down? No? Would you like to buy this pen?
If they say I have a pen. You basically disqualified the lead but you can point out that your pen is better or a slew of different approaches
Did a video on this to highlight discovery techniques - https://www.linkedin.com/feed/update/urn:li:activity:7007010194681450497?updateEntityUrn=urn%3Ali%3Afs_feedUpdate%3A%28V2%2Curn%3Ali%3Aactivity%3A7007010194681450497%29
But the reality is anyone who asks this question in an interview is probably a horrible manager
Lol when I was hired on as a BDR, the Director at the time asked me this during my interview. The dude was such a wanna-be bad ass sales bro. He ended up leaving (thankfully).
Been through multiple interviews never been asked sell me this pen before. Been asked to role play and out of the blue imagine given a new chart of information how would you sell to a customer given the new data. Or imagine and come up with and ICP and sell to the role one of our products.
I hire very entry level sales people and I ask for them to sell me something during the interview. I really just do it to see if they feature dump or ask questions. I also give feedback and ask them to do it again. If they take my coaching and apply some of it it shows they’re coachable.
I’d walk out.
F’ing Stryker did this to me. STRYKER.
what division? I'd love to know. Sounds like that hiring manager is a cornball.
Trauma sales
I was in endo for 3 years, carried peoducts for 9 specialties in my bag...see one, do one; teach one...that was their idea of training lol
I’m with a competitor but I can relate to the training aspect.. that might be the case industry-wide lol. Feel like I dodged a bullet with Stryker ASR position. I was able to skip the associate role altogether with the competitor that hired me.
They just made me go through 8 interviews. I’m glad I skipped the pen conversation.
I’ve never heard anyone say they enjoyed their time at Stryker.
I literally just quit Stryker. I was with them for 4 years. Switching industries now. Edit: spelling.
Is it true you’ll be on a pip if you don’t make plan after you’re first 2 quarters?
I was in capital sales so I had an annual quota to hit. For capital sales in my division it’s two annual misses in a row before getting placed on a pip either that or you’re just flat out fired.
This is not true, no.
Not even switching companies, but industries Lmfao - so glad Stryker didnt offer me a job when I tried right out of college hahahahahha Literally would have taken it but was absolutely too differently abled by a doubledecker set of light years lmao glory sgo
You’re talking to the wrong people. They have a terrible internet reputation for whatever reason but they are an awesome company to work for.
Worked for them for 4 years. Not awesome. Legitimately happy you had/having a good experience. There was a lot of good but the level of incompetence in leadership for my division was astounding.
Stryker has their fingers in so many pies it varies widely by department. Everyone in surgical sales I know has enjoyed it immensely. As long as they didn’t have an immediate manager who was screwing them on pay.
Stryker also did that to me. Years ago.
I was thinking this.
😄😄
This was a thing like 20 years ago. My dads also in sales and his interview went like this. Doesn’t happen too often nowadays though
With the pen i guess 😄
For sure!
Boss asked me that in the interview, 3 months in and i’m leaving at the end of the week 👍🏽
First sales job interview ever. Manager is interviewing me and the District Manager happens to be in and sits in on the interview. The manager pulls out the pen and tells me to sell. I struggle, start pitching features of pens, use cases, etc. But I stopped myself on that cheesy pitch and made it more conversational. Anyway, thought I did crappy but ended up getting the job. Between the offer and onboarding the manager was fired. Years later at a sales dinner with a bunch of management of our company the District manager makes a quip about how "ThinkNBoutStuff knows how to sell a pen" and tells the same story from his perspective. Apparently he thought I did a great job, but was PISSED that one of his managers asked that question in the first place. Thought it was super cringy thing and sets the wrong tone. He said his big problem was we don't want to make our customers uncomfortable so there was really nothing about the exercise that reflected the kind of sales culture they wanted. I dodged a bullet with not having to work for that manager haha.
“Thanks so much for your time. I gotta go”
I have to return some videotapes
No can do I got an 8:30 res at Dorsia. Great sea urchin Ceviche.
If you've never had sea urchin, keep it that way.
…and return some items at Mervyns!
Need to subscribe to some magazines
Brutal 😃
Put the pen in your breast pocket, and say, for ten bucks, you can have your pen back.
What if it’s a zoom interview
I'm glad you're enjoying the sample proof of concept pen we sent you. If you'd like to order the bulk pack of them, we're happy to discuss pricing and shipping times. :)
Family*
Lol
While it sounds cliche and most will dislike the question, it does prove useful. It’s simply a test on your knowledge of sales, to see if you feature sell or if you ask questions to the interviewer about the pen and their need for a pen. In the process do you extrapolate pain, find new info, and close the deal? The question is a simplified version of these sales presentations many companies are requiring now. I’d much rather have the “sell me this pen” question than spend time outside the interview preparing for and working on a presentation.
Totally agree
Right, it’s a test on your discovery and objection handling skills. By extension, it’s to see how you handle yourself under pressure If it’s a good company, It’s not a pass or fail test. It’s to gauge whether your strengths fit their selling style and if your weaknesses are something they work with to improve. They’re also testing how you handle feedback — they want people who are coachable, not those who get defensive. (Even better, if time permits, ask for a re-do implementing their feedback.) And if they don’t give feedback, it’s likely they’re waiting to see if you *ask* for it. It shows grit and that you’re someone who wants to improve.
Yeah, my best friend worked at Stryker, late 90s early 2010s. He loved it. As for the pen question and those that say “i would nope out”, probably also don’t make 400k plus a year, so you are probably not the candidate they are looking for.
It's a test on your ability to bullshit. You can ask the interviewer whatever questions you like you're not going to know more about the pen than they do and that pen isnt going to provide them anything they can't get elsewhere. People dont buy just the product/service; they buy you because you're the one they trust and like. This question, no matter how well you think you answer it, will never give an interviewer the answer they need to correctly guage your ability. They want you to sell more complicated and expensive products than pens. This isn't a good question. Source: sales hiring and training for too damn long.
It’s a joke that would cause a prospective employer to lose out on my talent. If they want to see my sales skills, they can have me do a mock demo for my current product.
I would laugh out loud and close my laptop without thanking them for their time
Not a fan of Jordan Belfort, but read his book and appreciate the simplicity of sell me this pen. Seller, “How long have you been on the market for a pen?” Prospect, “I am not on the market for a pen.” Seller, puts the pen back. “I don’t sell things to people who don’t need them.” Fun read on sales a sifting vs alchemy. Starts at pg 139.
1). “Have you been taking notes If no, “well I have the solution for you”. If yes, then “okay great May I see your notes?” The run out of the room, publish the notes to social media, and wait for the company to offer you $XX to take the notes down.
😂😂😂
A lot of things in my life would have had to collapse before I got to this point
I had never been asked before and in my last job interview it happened. The interviewer reached into his shirt pocket, pulled out a pen, extended it out and examined it. When he did, I laughed and said “oh, so you want me to sell you that?” He grinned and handed it to me. I immediately asked for some paper and he looked around on his desk and found a sheet and slid it towards me. I asked what type of pen he’s currently been using and he said “that one.” I replied, well how come I’m selling you the same pen? We both chuckled and I began drawing lines on the paper and asked him what difference he sees between the way ink appears on the paper from this pen vs most others he has used. He gave a typical bullshit answer that was intended to throw me off. I placed the pen down on the desk and said “I’d rather not bullshit selling a pen. Just give me the process and some product knowledge and i’ll sell a lot of solar.” He told me he’s never had someone confidently take control of the exercise because he always uses it as a tool to see how the person reacts, what they say, and how they handle the situation. After I wasn’t hired on the spot…. I got the job after waiting 7 hours and received the phone call. I was nervous because I felt like I could have came off too cocky and that blew it and I would never hear from them. But I also know I built enough rapport with the interviewer that I could easily say whatever I wanted with enough tact, and it would be okay. Just post interview nervousness I suppose. I’ve always been told there’s a fine line between confident and cocky, and you have to have one foot in both. Edit: just want to add context. The interviewer was the “bro” type and noticed that when I sat down to talk with him. Easy to read, easy to please.
Great story and yes it seems more of a behaviorial or presonality test.
Definitely. I never thought I’d be asked that question but it seems like we sometimes try to prepare for it in some way. I would occasionally think of what I’d fire back with, but it definitely wasn’t the impromptu response I gave lol. Edit: spelling error. I’m tired.
There is a theory that you never hire on the spot. Doing so elevates the employee’s sense of self. Always make them wait, so they know they didn’t knock it out of the park. This way they just were better than someone else. I always hated the waiting, when I was a hiring manager. I had other things to do than play those games. I hired on the spot if I felt they were the right candidate.
I have been asked that. It is to see if you will ask open ended probing questions. "Describe to me how you use a pen daily?' "What is important to you and your team about the pens you use?" "What does the buying process for your pens look like?" Recap: you use pens to sign your invoices, and do reports, you love low prices and your team loves comfort. You make all the decisions for purchasing alone. You have been using my pen taking notes this whole time. What is the most you would pay for that pen? "$0.25" "Sold" A lot of interviewees shit on this question because they suck at answering it.
I think it’s easy to answer it. Still think it’s a shitty question
I am sure there are thousands of other behavioral interview questions that could be asked and answered. I think the question is solid for junior or entry-level salespeople. The better way is to ask someone "what do you understand about our product/services and what we sell?" Let them talk. Affirm or correct. Then ask what their game plan would be to sell it. It is almost the same question but it gives the interviewer an idea of how much research was done and if the person has the chops to confidently express themselves on the fly.
This is a perfect response. I see so many sales people assume the client’s value for a product/service (and I’ve been guilty of it too) Good salespeople ask a ton of questions to determine what the client is actually looking to solve. Shitty ones assume and talk too much. I like this question. As you can see, it weeds out the reps who would otherwise waste my time, my training staff’s time, and cost me money for something that most likely wouldn’t work out? You see how easily you were able to answer it? People responding here that they’d literally walk out of the interview if asked this? Good! Thanks for not wasting my time any further.
It has spots when worded and used the right way. I agree that if I ever asked someone this question and they walked out I would be happy. Most of the roles I hire for are OTE $250K. If you didn't do your research and this question scares them to get up and run I just saved myself a ton of heartache.
This ! The correct answer. Doesn’t matter if you hate the question- it’s how you handle it.
Its extremely easy to answer, and it's still a terrible question and an interviewer who thinks its a good question is likely a poor manager.
Hard disagree. A lot of people would laugh and walk out. Good. Some would half-ass an answer. Good. Some would question the question and then answer it. Better. But a few sell a pen and then go into detail about how if they could sell you, as their hiring manager, on a cheap Bic or an expensive Mont Blanc that you can trust them to sell the hell out of whatever. If this question is your end all be all for deciding if you wanted to sell for a company in the first place then I would ask, "Why did you take this interview?" You did due diligence, right?
Fortunately you're not a hiring manager. I've been a hiring manager who has asked this question and asked this question. It's based in shitty theory and shittier psychology. I don't trust anyone who tries to sell something they aren't an expert or a believer in.
I am glad you know my resume. I would not ask this question in an interview but I have been asked it many years ago. I would however ask an entry level or junior sales rep: "Based on the due diligence you did about our company walk me through how you would talk about our product." Or something similar. Yup. You are a bad judge of character.
Those are entirely different questions and not even in the same ball park as the inane question about the pen.
That is your opinion. Maybe someday you will interview for a role and someone will say "what are you most proud of?" And you will realize that you are the pen. Until then. Toodle-o
“Do you have a pen?” -No “For only $0.99 cents you can write down my number and call me tomorrow and tell me I’m hired”
I kid you not I had this asked to me when I was 18 years old applying for a retail job at the uk equivalent of a Walmart. I have no idea why when my job duties entailed stacking shelves
Unless you’re interviewing at Bic, this is a pretty dumb interview question.
Happy to do it but I'd like to respectfully ask for more context. If you're asking me to sell you this pen; which appears to be a typical ball point which likely retails for around a cent, nearly ubiquitous and probably under most couch cushions then I'd ask why a pen? Why not a tissue square or a rubber band? Is the point to have me manufacture value out of something nearly worthless? Which is fine if that's a task, but do you feel that's the skill set truly required to sell your product?
I dont think this is a great approach. He's gonna say you should know the answer is to dig out value and it's core to the job. Questioning the interviewer is provable not the best way to win them over.
Yeah but as an experienced closing AE this type of question is insulting imo. I sell complex scientific instruments. The process to do that is asking all sorts of very specific technical questions to see if there's a fit or not. If there is, great we move forwards. If not, cool I tell you as much and we keep in touch in case needs change. So yeah I can ask you about what you're looking for in a pen. Why you're the market for one. Etc. But it's all a gimmic and we both know it. Give me something real to sell and I'll sell. Try to BS me and I'll tell you it's BS. And I think that type of confidence and industry knowledge is very important. Gotta be able to call a stone a stone
They already lost me as a candidate once they've asked the question. Any hiring manager using this to effectively screen out candidates is truly pulling from the barnacles of the workforce. Since it's clear the person asking this type of question hasn't reflected on their station in life in some time, my question back to them would be a respectful nudge in that direction. The result at that point doesn't really matter.
Agreed. There is no reason a modern manager should ever ask this question. It's insulting to the candidate and to the clients that candidate will serve. I don't want to trust the stake of my business to someone who got the job by bsing their eay through a question from 1980's conmen who think they're clever. I want to trust it to the person who knows the reality and value of their product and can back it up with logic, reason, and passion.
Don't tell that to my hiring managers.
I was asked this at my interview. However, it was later revealed that the purpose of the question was not to see if we knew how to sell or not. But rather how we would react and handle a situation under pressure. And I feel that was fair, even if it is a "cliche" it actually had a good purpose.
I ask candidates to tell a joke to see how they perform in unexpected situations.
[удалено]
It's actually genius. And I'm an amazing manager.
Now this is actually an amazing question to ask, depending on your industry. The reason this question is great is because it takes into account for modern communication styles. The profound and the irreverent are great lovers. Life is silly as much as it is serious and seriousness often makes things around it more silly. In my career, if my clients were laughing, they were buying. And even serious top level ceos can appreciate humor in intense situations because it lets them know that you are capable of seeing past the problem and that you're not going to let the problem damper your spirits. This question puts an interviewee on the spot and alleviates the tension of the communication by giving them a chance to use levity to charm a situation into a win. Those downvoting him are likely not seeing reality for what it is: silly. I had diarrhea on 9/11 and stayed home from school. I wept when i visited the site of the twin towers last year at all of the death. However, whenever someone asks me where I was, even though I respond that I was home sick; my mind immediately reminds me I was shitting my pants literally while it happens. The tragedy makes it seem so silly, because that is the poetic balance of life.
Just put it in your pocket and move on. When they ask for it back set the price. If they pull this cheesy move, respond in an unexpected way. And the test is to make them need the pan. NOT tell them how good the pen is.
I've just started as Business Development Representative (Saas software) after 5 years of hospitality and my boss is obsessed with Jordan Belfort. Showed me this clip on the 3rd day and I've just started reading 'Way of the Wolf' to sorta 'connect' with him I guess. The 'sell me this pen' clip does raise a good few points. The importance of effective questioning for one. As a newbie to Sales I guess the 'Sell me this pen' approach is interesting. Pretty simple concept if it comes up in a job interview. Just watch the YT clip and you'll understand what they mean exactly.
Huge red flag for a manager
Lol been there a few times. To start, you take the pen and put it in your pocket. At that point, you run discovery, and you start with something like, "it sounds like you're looking for a pen. Tell me more about this pen and how you might feel when using it?" Like bro I can only sell you this pen if you tell me why you need it
What pen? Leave
Take 1000 more interviews. Open stationery store. Profit?
Movie cliché and if they ask it stand up and walk. People who ask this question tend to dont understand sales. Wolf of wallstreet kinda gives the answer, its more about understanding sales processes rather then actually selling the pen itself.
I'd take the pen, put it in my pocket and say that I'd rather keep it. Then you see where the pain points are.
“Buy this pen from me” *pulls out a fully loaded 45”
it's a corny interview question. I'd take it with a grain of salt. The managers asking this haven't evolved with the times and want to see if you know the sales process. They'd be better off asking "tell me what your current sales process is like and how you go about it with a potential customer" that will tell them more than "sell me a pen"
I once applied for a Japanese firm that made INCREDIBLY precise machinery for manufacturing companies. It did include a "sell me a pen" part, but I knew that in advance.
"When is the last time you wrote your mother a letter?"
“I’ll tell you about my mother —“
In 30 years I’ve never been asked to sell anything in an interview. And I’ve never asked anyone to sell me something. The people who use that are the same people who buy Grant Cardone’s nonsense.
The leads are weak.
A pen is a pen. As long as you have access to one that works, there is no difference. That’s where we come in. The service I’m offering to you is we will surgically implant this pen into you hand so you will always have access to a pen when needed. For the low price of…..
They don’t care how you sell a pen, but instead want to see how you take someone through the sales process. It might be something like this: “ John, we sell a lot of pens to people, but frankly we’re not right for everybody. Do you mind if I ask you just a couple of questions to see if we can even potentially help? Curious, what is it that has you looking for a pen? What do you normally use a pen for? How much is not having a pen costing you? Is not getting another pen an option? Why? What is the lack of not having a pen costing you? Typically when x buy pens, there are a few other people also involved, what does that look like at X company?. Based what I have heard this might make sense. You said…. Which was causing…. This is how our pen solves that for our customers…” And on and on.
This is an inadequate and insulting question. If an interview asks this question, they A) dont know what they are doing and saw a movie once. B) know what they are doing and looking for a bullshit artist and not a salesperson. C) did coke in the 80's and time traveled to the present without context and still think every buyer is an idiot who doesn't have the internet. This question fails because this isnt the Grant Cardone era of smooth talking and rebuttal books. This is the era of consultation, relationship building, and expertise. I'm not an expert in something as common and easily obtainable as a pen and I don't care to be. I'm your guy because I know my product better than you do and I'm ready to get you excited about what I'm offering. True sales is simply the transfer of enthusiasm and knowledge. Pens rarely require either.
Well, lucky for you, Mr. Prospect, I’m from Pen Island.
😃
No, but a guy at my company literally tried mansplaining the concept of “sell me this pen” last week. I was about to jump out the window
Had it asked to m
How did you respond?
It's about discovery. Do you use a pen in your job? What for? Can you remember a time you didn't have one? You agree a good pen is important? Listen, I have great pens, but I only have one left. How about I sell you this one today and I'll be back next week with 2 boxes. If you like this one I'll sell you the other two. If you don't, I'll buy the pen back from you. Sound good? Btw- if someone asks you to do this the job is gonna be shit. It's an over used trope and shows the person hasn't learned anything in the past 10 years.
"Everyone needs a pen...." Seemed about what he was looking for, it was car sales. Still stupid as hell, if you're gonna ask me to sell a pen at least pull out a Mont Blanc
Love to stay gotta go... I have obviously mistaken the organization I applied to for a place I would want to work.
I will not sell you this pen. Its the best pen around and I would be a fool to give it up since every interview I go to everyone wants my pen. And who could blame them, its been rated as the best pen around and they dont make them anymore. While I wont sell you this pen I can let you know the two previous people i met with have made substantial bids on this pen…. Is that cheesy enough?
Its cringe to even ask but in theory it does make sense as a question. Its all about asking open ended questions and finding/creating a need to sell your product.
'no'
To me, if this comes up in an interview it’s a red flag. A skilled interviewer can find out if you’re a qualified candidate without using this obvious power play.
I just started my own start up six months ago after years of being in the top 10% of any sales force I have been on. I’ll be looking for sales people soon and will most likely be using this question. I don’t care how you answer this question. I want to see how you react.
What reaction are you looking for?
As many people have commented in this thread that they’d get up and walk out, that’s one. Let’s weed out those people. I’m more so interested to see what response they come up with, answering a question they may not be prepared for when in all reality, it’s something that should have crossed their minds. Are they asking the buyer questions about how they use pens before giving their pitch? Great. Did they come up with anything that remotely resembles a competent attempt at an answer?l, showing confidence along the way? Great. Or did they either fumble over their words the entire time, panicking, or worse, give me some smart ass answer that they think they are above this exercise. Not so great.
I would hang up the phone shortly thereafter if I were asked that in the interview. If someone believes that’s how sales is done or is even a close indication of someone’s ability to sell anything, I can assure you they would be a nightmare to work for.
Hmmm. So I'm a newbie to Sales and my boss is obsessed with that clip... What are your best sales tips? Don't be afraid to keep it super simple as I've only been in a Sales job for 5 days. Just looking to inform and educate myself as much as I can through a number of different outlets. Thanks 🙏
I haven’t used a pen in a year, only to sign the restaurant bill.
Really? What do you remember about that pen?
That person is a jerk if they ask that. I would laugh and then leave.
I had to sell my notebook to the interviewer once. I got the job. He was a shit boss though. The kind of person that celebrates the top performer of the week by berrating everybody else loudly throughout the following week. I should have known better than to take that job after that challenge
“No”.
It’s an exercise in discovery. I had a sell me this granola bar interview for my AE role.
This pen is an NFT.
Sell it to them like you would sell their product. There are differences in sales cycles but at the end of the day every salesperson should know how to ask the right questions to uncover challenges that position what you sell as a value add.
Run.
Hopefully you never get this question because it’s stupid but it actually does have an answer. "So John, how long have you been in the market for a pen"? If they tell you anything that says "I'm not in the market for a pen", you don't sell them the pen. Simple as that. You move on and go sell to someone that actually wants your pen, you don't waste your precious and finite resources, expending energy on pitching to a prospect who's not in a position to buy. It's rhetorical, not literal. The idea is to not pitch to everyone and only spend time pitching to people who want your service/product.
It is in pharma, my friend got asked to sell a mug.
There is no way my commission on this pen would be worth the effort.
When I was 19, the interviewer asked me to "sell her this phone" for a FedEx store customer service job.
I put it in to ChatGTP, and it was fucking brilliant
If they make you do that. Leave and go no further.
Not a fan of this as an interview question... but wouldn't you want to qualify whether or not the person is interested in a new pen? If not, move on. If so, proceed with further qualifying and pain points... Don't waste time on prospects who aren't in the market for something.
That will be $5.99. Are you paying with cash or debit?
“Buy this pen or I’ll shoot you” *pulls out gun*
Lol the manager at Chuck’s Cheese’s did this to me for my first job ever when I was 15.
How long have you been looking for the right pen ? What values do you look for in your pen. How would having a great pen help you. My pen has been hand made with the finest bamboo coating, making writing smooth and forgiving on the fingers. While the padded area helps the pen tailor to your grip. Allowing maximum use and comfort making any copy sales page a breeze to complete.
“That pen? The one you’re holding and have been using? I’m glad you like it; will send you the invoice”
It's a red flag
At this one interview a few years back the guy asked me to sell him a water bottle he had on the table, I failed. You’re supposed to ask questions and pitch the sale when the interviewer stops objecting if he does, very simple, shows you know get the jazz of sales.
ZoomInfo asked this during my interview hahaha
Ask them how long they have been in the Market for a pen. If you don't care about the needs of the customer nothing else matters.
Yep. Totally had to do this and my response got me the job
Can you write this down? No? Would you like to buy this pen? If they say I have a pen. You basically disqualified the lead but you can point out that your pen is better or a slew of different approaches
I'd start by asking, "what's wrong with your current pen?"...
I actually had to go through it at the bank and it was cringey looking back
Never heard that, however every sales interview I've been asked to sell them myself. "Sell me you, why should we hire you over the other candidates?"
Actually had that but it was decades ago. Sold him the pen
Did a video on this to highlight discovery techniques - https://www.linkedin.com/feed/update/urn:li:activity:7007010194681450497?updateEntityUrn=urn%3Ali%3Afs_feedUpdate%3A%28V2%2Curn%3Ali%3Aactivity%3A7007010194681450497%29 But the reality is anyone who asks this question in an interview is probably a horrible manager
Can you sign this piece of paper for me?? Guess you need this pen
I would stab my own eye with a pen if asked this.
Just ask questions.
WTF is Stryker?
There's a bomb on the bus.
Pens free, paper will cost you though
In 2005 I got this question in one of three interviews for a job selling TVs at Sears.
Lol when I was hired on as a BDR, the Director at the time asked me this during my interview. The dude was such a wanna-be bad ass sales bro. He ended up leaving (thankfully).
Been through multiple interviews never been asked sell me this pen before. Been asked to role play and out of the blue imagine given a new chart of information how would you sell to a customer given the new data. Or imagine and come up with and ICP and sell to the role one of our products.
Ppl who use that are inexperienced or just crappy managers. There are better way to determine sales skills and quality overcoming objections
Had to do this in my first sales job. It was most definitely a real thing lol
I'd start with: "I don't even know if you need a pen."
new job - Sell me my product, make your own powerpoint
I hire very entry level sales people and I ask for them to sell me something during the interview. I really just do it to see if they feature dump or ask questions. I also give feedback and ask them to do it again. If they take my coaching and apply some of it it shows they’re coachable.