Sell me this pen - by Ian Adams

In bid to lighten up on the interview tricks, I got this wonderful piece from Ian Adams. He made a good expository on how to make sales skillfully. Read and learn.

I personally never thought anyone would actually say, “sell me this pen” in a sales interview. I was wrong. It will happen to you too. And to avoid panic, you should know exactly what to say back.

I am going to give you the right sales framework to respond perfectly every time.

On a quick side note, did you know this sales interview question has been around for millions of years? Its origins date back to the earliest of cavemen. Selling slingshots cave-to-cave. Except back then, they asked, “sell me this bowl of crushed berries.”

Anyways. The point is, one day it will happen to you and I want you to be prepared.

Because if you start to describe how smooth the pen feels and how shiny the pen looks, just like you saw in the Wolf of Wallstreet…

You probably won’t get the job.

Why it matters to sell me this pen

At first, I didn’t realize why it mattered. It just seemed like a silly question. But, you’ll see.

When you become good at answering this question, you actually become one hell of a salesperson.

And that’s why people still ask it in interviews. It shows your creative approach and how good you are at actually selling product (not just reading your resume).

There are exactly four sales skills the interviewer is looking to see when you answer:

1.     how you gather information

2.     how you respond to information

3.     how you deliver information

4.     and how you ask for something (closing)

Now, since I had a lot of sales interviews lined up at the beginning of last year. I thought, I better practice my response just in case.

The “just wing it” strategy is best for making pancake mix, not for sales interviews.

So let’s go through exactly what you can say to address each sales skill. Because when you do it right, you will blow their mind!

Here’s exactly what you can say

Just to back up for a second, I had 26 sales interviews in a period of three months. Someone was bound to ask me.

Ok. The Director of Sales stood up and said, “it was great meeting you Ian. Let me go grab the CEO to come in next.” Moments later, the CEO of the 30 person startup walked in the small conference room.

Shortly after initial greetings, the CEO wasted no time to start the interview.

I practiced my answer beforehand. I made sure my answer displayed the four sales skills the CEO needed to hear.

Now you can read it for yourself. And then use it for yourself.

At the bottom, you can see a simple sales framework to memorize that will make this work for you in any situation.

You can memorize the script, but more importantly, memorize the sales framework at the end.

Here you go…

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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.

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See how simple that was. The CEO loved it. Why?

Because all four sales skills were displayed.

Here’s the simple sales framework I used to answer “sell me this pen”. Memorize it for yourself.

1.     Find out how they last used a pen (gather info)

2.     Emphasize the importance of the activity they last used a pen (respond to info)

3.     Sell something bigger than a pen, like a state of mind (deliver info)

4.     Ask for the buy (closing)

Does that make sense? Yes. Ok, good.

 Conclusion

• Remember, it’s not about actually selling a pen. It’s about showing how well you can sell a product.
• And even though there are an infinite number of answers to this interview question, it’s easy to memorize a simple formula.
• Now that you have a formula, next time you need a quick, go-to answer, rememberthe Senator Club formula.
• Take 15 minutes today to practice the script above. I promise you will benefit.
• Plus, would you mind doing me a favor. Share this with ONE person in sales. It could save their career 

Job Interview tricks you need to know.

Hi Fellas, i came across this and it is too good to ignore so i decided to share it here.
The journey into the world of employment can take different forms. For some, it can be easy while for others it might be very difficult. Finding that particular job that resonates with you; that brings out the best in you; that makes you be on top of your game at all time is not child’s play. Job interviews are critical parts of this journey. In some cases, you might have to appear at different stages of interview – first interview, second interview and third interview. Even more in some cases.

The higher the level of the interview process the more difficult the questions you are asked. And your ability to tactfully answer these questions will put you in a vantage position over other interviewees. It is important to note that apart from the regular interview questions, some other questions may pop up that are not even related to the job you are applying for. Sometimes interviewers do this to see how you can think on the spot and make decisions when you have a short time to decide. And also know that it is one of the ways to separate the wheat from the chaff. So what are some of the hard questions you may likely be asked at your next interview? Let us consider 10 of such questions.

1. How did you or will you deal with a non-performing colleague? This is a human relationship question. The essence is to test your ability to work with people and be a team player. Definitely there will be times that colleagues fail in their duties and your own work is affected, but how do you deal with such situation? Tell the panel that you will find out if all is well with the colleague provided everything necessary to do his/her work is available. Tell them you will ask if there is something disturbing this colleague and if anything, how you may help so that his/her work and yours does not suffer.

2. Describe your relationship with your last boss or supervisor: The truth is that you can never have

a perfect boss or supervisor. There will always be areas where you disagree with him/her. And these

disagreements sometimes can be awry and leave much to be desired. However, you don’t have to tell the panel how you hated your boss or supervisor, because doing so will give an impression of how you will be relating with your new boss or supervisor should you be hired.

3. How do you get along with older or younger colleagues? The world of work is dynamic and you will meet different people with different ideologies and age ranges. Your colleagues could be older or

younger. Except if there are laid down policies that stipulate how to relate in terms of addressing each

other, for example as it is in some corporate organisations where they address each other by their first names, then how you relate and get along becomes critical. Mention that respect is a virtue that you have (hopefully you do), and that giving everyone their dues is how you deal with people, whether they are younger or older.

4. What is your main weakness? This is a tricky question and many interviewees fail it because they

unwittingly give answers that focus on their inability to deliver on the job. Remember that always, during interview focus should always be about your strength and that is what you should always project. So in a situation like this tell them you have tendencies to over work. Or that you can’t stand it when targets are not met. This way you have turned ‘weakness into strength’ by giving such reply.

5. What salary do you expect? Many job applicants fail at this stage of the interview. Many make the

mistake of talking money at the first stage of the interview. Doing this may project you as being money conscious. Do all you can at this stage to show what value and how you will add that value to the company. But when it gets to the salary part, be careful not to be the first to mention a figure, because you may mention an amount lower than what the company is planning to pay. You should wait and let them give you a range that they are willing to pay and then pick a figure that is slightly above the median amount. But if you are not sure, you can tell them you will get back to them so you can go and do your research to know the industry's standard as it relates to the job you are applying for. You can do an online search.

6. Where do you see yourself in the next five years? Another very knavish question that requires some level of dexterity in answering. Interviewees who are not skilled will fall into this trap easily. When you answer this question you must show how this job will help you build a career. Don’t say you are going to switch careers and move on to something else that might suggest to the interviewers that you are not committed and focused. Mention where you see yourself in five years and how this job is key to take you there, not the money, but the challenge, experience and opportunity that comes from doing such a job.

7. What kind of a leader are you? A novice might be caught napping here. Someone who does not know that leadership is not about the position but responsibility will goof with this question. Basically, there are two types of leaders (but further breakdown exist), autocratic or democratic. An autocratic leader does not listen to team members. He just issues commands and everyone must obey without questioning. But a democratic leader is one who carries team members along; listens to their views and opinions and then accepts when he makes mistakes and as well make amends. He also does not arrogate all the glory to himself but acknowledges the efforts made by other team members. So this question is seeking to find out if you are a team player. So watch your steps before you slip.

8. If you find money or any other valuable within work premises that the owner cannot be traced, what will you do? Before anything, you should know this is a question about your integrity. Can

you be trusted is what they want to know (Hopefully you can be). Tell them since the money is not yours and the owner cannot be traced immediately you will hand it over to the company for keeps in case the owner shows up later, or as the case may be, hand it over to the police. And if you have an experience that can back that point give it.

9. Why should I hire you? Many job applicants freeze at this question. Naturally you would have thought that the interviewer should know why you are there facing the panel in the first place, so why

the question “Why should I hire you?” You are expected to show the panel that you have the necessary set of skills and experience to deliver on the job. That is why you should have done your homework to know what the job entails and then go there and tell them you are well equipped with the skills and experience you have garnered from past jobs you have done.

10. Why do you want to work here? “Why do you want to work here” is similar to “Why should I hire you”, but they are not the same. At this question of why you want to work here, you are simply to tell the panel of your admiration for the organisation. Point out some noble projects they do, some CSR projects, how they treat their staff with high regard and make working environment conducive and how their activities are helping to make life better for people and so on. There you have ten of some of the hard interview questions that you may be asked during your next interview. Remember that the interview session is not primarily set up to look for ways to disqualify you, but for you to proof to the interviewer that you are qualified. I wish you all the best at your next interview.

I turned my Rejection to my Attention (part 2)

The is the continuation and the last of our Rejection series, enjoy.

WHEN REJECTED, GIVE IT A BREAK AND STRIKE AGAIN

I have learnt over-time that life is not a do or die struggle. When you try few times and it didn’t work, it is advisable to give it a break and get some fresh air.

By that I mean try and give it some time before doing it again. In the fresh air you might discover why it has not been working and as well realise how it can work. Thomas Edison didn’t kill himself, Abraham Lincoln later became President and of course Rtd. Gen. Muhammadu Buhari has become the president of Nigeria after the fourth trial. They and many others all tried different times and it didn’t work. Not getting it in the first few trials might not mean failure. It might be due to wrong approach or wrong timing. Whichever case, just relax a little before striking again.

Focus more on how it’s going to work rather than dwelling on how it didn’t work… charlesfiness

• SURPASS THE LIMITING FACTOR

Something must have made someone to say NO to you. Always deal with the reason why you got that negative response. You can surpass your limiting factor by always adding knowledge to yourself through reading, practising or participating. Some people have talents in them but harnessing it becomes a big issue. Meet with people of greater knowledge than you and learn from them, it is one of the fastest ways to add knowledge. Do more practising on your own than you do generally. Stop keeping yourself in the dark, search for the light all the time.

Stop feeling inferior to others, it will keep you stagnant for a long time… charlesfiness

When it was time for my final year project, I didn’t know how to go about it so I sought the help of an expert. The huge amount he demanded was a big blow.  But that did not set me back. I had to sit down and allow my instincts have its way and with the guidance from my supervisor I sailed through in high notes.

What am saying here is that rejection has a way of bringing out the best in you, show you that you can do what you never thought you can do. It even refines the idea or skills you already have because at that point you will seek to improve on what you know already in order to do better.

Stop leaving your thinking faculty dormant by killing yourself with self-pity… charlesfiness

• LOOK INSIDE OF YOU FOR INSIGHT

There is a personality inside of you that makes you very unique in your life time. Instead of being downcast, allow your God-given instinct to do its work.

Khuan Chew is a world class interior designer who designed and decorated the interiors of the world’s tallest hotel ‘The Burj al Arab’ located in Dubai. Before that she had worked with Sultan of Brunei, which is why she was recommended as the best for the Burj al Arab job. With her record no one will question her judgement on interior designs and decoration, but something very exciting happened; after her world class decoration in the hotel, she was applauded for her great work but was told that the Atrium was not good enough and so the work was rejected.

 Sheikh Mohammed wanted a more stylish and colourful Atrium and not all white. Khuan Chew had to go back, redesign and redecorate the tallest Atrium in the world in just six months and still came out with an outstanding performance. A record time frame she could not achieve initially when she was more relaxed. You can watch the video by clicking HERE.

Rejection is not the end of the road, rather an opportunity to look inside, re-strategize and bring out your best. I want to close my rejection series with this:

If you are weak; rejection gives you strength, if you are visionary; it can make you see farther… charlesfiness