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Before i sell the pen / pencil to you i have to convince you to my personality first and catch your attention that i am at your side benefit
then , i start to show you the power and advantages of the pen / pencil
Sell me this pen question is as old as dirt and is outdated as a floppy disk.
If someone asked me that in an interview, I would just pick up my stuff and leave immediately.
Oh, I would give them the pen back.
The best way to answer this question is the following:
1/ Find out how they last use a pen or what they do ( this step for gathering information about their job)
2/ Emphasizethe importance of the activity they last used a pen ( now you make them think how much his job is important for the company)
3/ Highlight an emotional use for the pen ( sell him not just a pen but something bigger for exemple big deal for him and for his company and the importance of having that pen in his hand in that time)
4/ Hand them back the pen and close the deal (better to close it with this phrase: this is your big deal, and give him the pen).
know his needs to the product and sell him the needs not the product and don't waste time mentioning the pen's features
I hope that helps
