Sell me this pen!
Has anyone been asked this at a sales interview?
For me here’s what I expect from a decent Sales person.
1) Target Market
Initially I want to here the question:
"Are you in the market for a pen?" or "Have you been looking for a new pen for
long?"
Anything that would indicate that the salesperson recognizes the fact that if the
person is, or is not in the market to buy, if they are not, then no amount of selling
will work I sometimes say
"No I am not in the market for a pen" and I want to here something like:
"Ok Sir thanks for your time goodbye"
After it has been confirmed that the person is looking to buy a pen:
2) Price
"These pens cost around 20-30 Euros is that in the area of what Sir would expect
to pay?"
Yes/No
If “Yes”: carry on
If “No” : "Thank you for your time - goodbye"
3) Decison maker
Having now established that the person wants to buy a pen and has the money I
want to see if the Salesperson understands that even though the person has the
money I want to see them ask if that person has the authority to spend the money.
something like: " Fantastic. If you see the ideal pen and the price is right, can we
do a deal now?"
4) Sell and close
Alan Johnston
Founding Director. Contact Network Group