Sell me this pen: How to answer one of the toughest interview questions

The 'sell me this pen' question is a classic interview tactic designed to assess your sales skills, communication abilities, and ability to think independently. In case you're not familiar, the question typically involves the interviewer presenting you with a pen and asking you to sell it to them. While the question might seem like a fun and simple request, it's actually a common interview challenge recruiters use on potential employees.

In this guide, we'll equip you with tools and techniques to conquer this daunting interview question. It's important to note that there's no one 'correct' answer to the 'sell me this pen' question. We'll explore the psychology behind the question, discuss practical strategies for crafting an engaging response, and provide real-life examples of what to do (and, of course, what not to do). By the end of this article, you’ll be able to confidently tackle the 'sell me this pen' challenge and impress even the most discerning interviewer.

Here are our top tips to help you prepare: 

1. Don’t avoid the question 

While the "sell me this pen" question might seem intimidating (especially when you're already feeling the pressure of an interview!), it's important to embrace the challenge head-on. Avoiding the question or dismissing it as silly will only reflect poorly on your confidence and willingness to engage. 

The interviewer isn't necessarily looking for a seasoned salesperson; they're assessing your ability to think critically, communicate effectively, and handle unexpected situations. Take a deep breath and gather your thoughts: you’ve got this!

2. Answer the question with enthusiasm 

Enthusiasm is contagious! Even if you're not particularly passionate about pens, approach the question with energy and a positive attitude. Your interviewer will be looking for someone who is not only competent but also engaging and personable. A genuine smile, a confident tone of voice, and a proactive approach can go a long way in demonstrating your enthusiasm and making a positive impression.

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3. Ask questions about the client’s goals and needs

One of the most crucial aspects of effective selling is understanding your customer's needs. Don't jump into a generic sales pitch; start by asking insightful questions to understand the interviewer's preferences and requirements. For example, you might ask:

• "So, what kind of pen do you typically use?"
• "What are your most important criteria when choosing a pen?"
• "What do you like or dislike about your current pen?"

These questions demonstrate your ability to actively listen, tailor your approach to the individual customer, and build rapport. It also gives you valuable information that you can use to craft a more compelling and personalised pitch.

4. Highlight unique selling points about the pen

Focus on the pen's unique features and benefits. Is it easy to use? Does it have a comfortable grip? Is it refillable? Relate these features to the interviewer's needs and demonstrate how the pen can solve their problems or improve their writing experience.

5. Prepare for objections

It's important to be prepared for objections or express doubts. The interviewer might raise concerns, and you should be ready to address these confidently and persuasively. For example, if they say they already have a pen, you might respond with, "That's great! But wouldn't it be handy to have a backup pen for those moments when you can't find your usual one?"

Best "sell me this pen" answers:

Good responses to the "sell me this pen" question go beyond simply listing features. They focus on the value and benefits the pen provides to the customer. For example, instead of simply saying, "This pen writes smoothly," you might say, "This pen isn't just a writing instrument; it's an extension of your thoughts and ideas. Its smooth glide and comfortable grip will enhance your writing experience and make even the most mundane tasks a pleasure." This approach emphasises how the pen can benefit the user, making it a more compelling proposition.

Another effective tactic is to create a sense of urgency or exclusivity. You could say something like, "This pen is in high demand due to its exceptional quality and innovative design. Don't miss out on the opportunity to own one." This creates a sense of scarcity and encourages the interviewer to act quickly.

Finally, don't underestimate the power of appealing to emotions. You might say, "Imagine the feeling of signing an important document with this pen – the weight of it in your hand, the smooth flow of ink across the page. It's a symbol of success and accomplishment." This approach connects the pen to the interviewer's aspirations and creates a more memorable experience.

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Bad “sell me this pen” answers:

Bad responses often fall into predictable traps. Generic sales pitches stating the obvious, e.g., "This is a cool pen. It writes well,” fail to capture the interviewer's attention or demonstrate any real salesmanship. Similarly, focusing on features without explaining the benefits, e.g., "This pen has a tungsten carbide ballpoint”, leaves the interviewer wondering, "Okay. So what?"

Perhaps the biggest mistake is ignoring the interviewer's needs and launching into a pre-prepared sales pitch without asking any questions. Doing this shows a lack of listening skills and an inability to customise your approach. Remember, the best answers to "sell me this pen" aren’t just about the pen; it's about demonstrating your ability to connect with the customer, understand their needs, and present a compelling solution.

A sample interview for the “sell me this pen” question: 

Let's put the theory into practice and see how a successful "sell me this pen" interaction might unfold in a real interview setting. Keep in mind that this is just one possible scenario, and the interviewer's questions and your responses may vary depending on the specific context. 

However, this example demonstrates the key principles of identifying customer needs, highlighting benefits, handling objections, and closing the deal: 

Interviewer: "Okay. Sell me this pen."

You: "Absolutely! Before I begin, would you mind telling me a bit about the kind of pen you typically use and what you value most in a writing instrument?"

Interviewer: "I usually use a ballpoint pen. I prefer something that's comfortable to hold. Also, I’d like a pen that writes smoothly."

You: "Excellent! This pen is designed with comfort and performance in mind. It has an ergonomic grip that reduces hand fatigue. Plus, the ink flow is exceptionally smooth, allowing for effortless writing and a consistent line. Keen to try it out?

Interviewer: "I already have a pen, though."

You: "Of course! But wouldn't it be convenient to have a reliable backup pen for those moments when you can't find your usual one? Or perhaps a pen specifically for signing important documents? This pen's sleek design and professional appearance make it perfect for those occasions."

Interviewer: "Hmm. I'll think about it."

You: "Absolutely! If you have any further questions or would like to try it out, please don't hesitate to ask. I'm confident that this pen would be a valuable addition to your everyday toolkit."

Key takeaways

The "sell me this pen" question is more about your approach than the actual sale. Focus on understanding the interviewer's needs, highlighting the pen's unique benefits, and demonstrating your communication and problem-solving skills. Be confident, enthusiastic, and remember to close with a clear call to action.