Archive Monthly Archives: February 2009

Sell me the Pen…

Hey guys,

If you were asked at an interview to “Sell me the Pen” and the interviewer handed you a Gold and Platinum Mont Blanc pen worth around £500, engraved with their name. What would you do? How would you sell the pen?

It’s this exact question that I ask all of my potential Property Consultants. So what would you say?

Perhaps something like: “It’s a great pen with gold and platinum, clearly expensive and a twist top that means that you are not going to get pen all over you. Best suited to someone who wants to impress those around them.”

If you did you would be like 95% of the sales people that I interview, oh and you would be 100% wrong.  That’s right a failure for this part of the interview.

You see the mistake most people make when I hand them the pen is to concerntrate on the features of the pen rather than the needs of the client.

If you took the pen, put it on the table and started by saying something like “Well Brett, how can I help you today, it appears that you’ve come looking for a pen?”

“Absolutely, I am after a pen.” I would say.

“Fantastic, have you got anything in particular in mind, Brett.” you would say.

“I am actually here to buy a pen for a work colleague, it’s their leaving do and we want something that I can engrave.”

“Great, and how much are you looking to spend?”

Hopefully you have gotten the hint. Before you ever introduce the pen into the presentation you need to know that I actually want a pen. Always, Always, Always focus on the client’s needs and you will be surprised how easy it is to sell a pen. Focus on the pen and you will always struggle.

Worst still you may even fail your interview. Hopefully it’s a lesson that you won’t have to learn.

Live with passion,

Brett Alegre-Wood