[Wrong way]
You- Do you need a pen?
Interviewer- No, I don’t.
[Sale Fail]
[Wrong way]
You have a normal, cheap pen to sell (Let’s say 045 Reynolds)
You- Can I know, what kind of pen you use?
Interviewer- Yes, I use good pens. But I don’t use craps like yours.
[Sale Fail]
[Correct way]
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 salespersons.)
You- 70% of the salesmen found it useful as per our survey.
Interviewer- What happened to the 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 favorite 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)
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 to me tomorrow.
(What will he say, now? No, I don’t want to get benefitted from today?)
He will buy the pen.
You- Do you need a pen?
Interviewer- No, I don’t.
[Sale Fail]
[Wrong way]
You have a normal, cheap pen to sell (Let’s say 045 Reynolds)
You- Can I know, what kind of pen you use?
Interviewer- Yes, I use good pens. But I don’t use craps like yours.
[Sale Fail]
[Correct way]
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 salespersons.)
You- 70% of the salesmen found it useful as per our survey.
Interviewer- What happened to the 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 favorite 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)
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 to me tomorrow.
(What will he say, now? No, I don’t want to get benefitted from today?)
He will buy the pen.
Credit:
This answer is copied from Barun's answer to the same question on quora.
