So there you are in a job interview and all of a sudden, the interviewer shows you their pen and asks you to sell it to them.
After you ask them “Well since you’re holding the pen, you’ve obviously already bought it, so why the hell would I waste everyone’s time by trying to resell you something you bought?” . . .
I would NOT sell them the pen and here’s why . . .
1) Because I don’t sell pens. In my case I help individuals and organizations sell more therefore my tool chest focuses around that . . . NOT pens. That would be like me asking you to sell me on why a pentatonic major scale is a better choice over a pentatonic minor scale during a southern rock guitar fest. Unless you actually do that, you are ill equipped to tackle it. Don’t be fooled by the simplicity of a pen . . . The question isn’t realistic.
2) I Work A Process and therefore I would never attempt to “sell you a pen” without having had a chance to engage in Meticulous Pre Call Planning. I would never show up at your business and “wing it”. Again, not overly realistic to the way I sell. This isn’t the case with this dude who obviously has a pen fetish. I might be inclined to ask the interviewer, “Do your sales reps utilize a sales process?” the interviewer will probably say “yes” then my follow up statement would be “Since, I would assume that planning, preparation and, I don’t know, actually training your reps on the many nuances of the Penarati would be part of that process, let’s just skip this question and see what other brilliant interviewing technique you’ll utilize next” Note: I’m pretty sure I wouldn’t say that but then again, I’ve owned my own business now for 2 ½ years and have a really low tolerance for amateurs.
3) I Don’t “Sell” or “Pitch” “On Demand”. There are few things that irk me more than the old “Give me your pitch” or “OK sell me”. Mostly because it’s usually accompanied by the other party kicking back, arrogantly waiting to be entertained. Again, if we’re being true to life here, the conversation would be a very short one for me but not before I patted the dude on the head and said “It’s alright. I know it isn’t easy for you but why don’t you sit down before you hurt yourself.”
4) I Would Find It Very Difficult To Answer! And Not just because I don’t understand pens or not having the time to work a process; because it would be hard for me to take the interviewer seriously. Since chances are superb that the person interviewing me would be the person I would report to, I would be distracted by thoughts of what it would be like working for Rain Man. I would also be distracted by the level of restraint I would need in order to not offer a retort of “You must be F’n joking” Again, this is why I work for myself.
5) Selling Them That Pen Would NOT Give Them A True Representation Of Paul Castain! While it would show them some elements of my style, and my willingness to engage in activities that would be similar to pledging for a fraternity, I don’t sell this way. Never have. Sure I could BS my way through it, but that’s NOT who I am.
Important Note: This was obviously a rant today but with a message not so much for you, on your next interview . . .
For the managers who think this is an effective part of an interview process.
Attention Sales Leaders . . .
For those of you who manage sales reps, you might want to check out our upcoming online Sales Leadership course. Click here for more details and to reserve your seat!
As someone who does sell and understand pens, this is hysterical!!
Ha!
In that case, I would ask if I could use my “phone a friend” option and get you on the phone.
I’d even be willing to split the commish with ya Francey 🙂
Thanks!
i agree Paul…that’s why I ask candidates to sell me a product or service of their choice. We set a date, usually within 5-7 days and have them present.
JB
Great post/advice. Had an experience in one my first job interviews out of college interviewing for a financial accountant position at a clothing company. It was a very laid-back atmosphere and I was decked out in my three-piece suit. Interviewed with a bunch of people,things are going well, didn’t really get the “earthy”vibe, being a right wing conservative ( smile)… one of the interviewers told me that I really didn’t need to address that way! I had the uncle Paul moment, I could either be cool or blow it up. Needless to say I went for the latter, didn’t get the job, but it felt really good.
You know it really makes me wonder if it’s more important to play along and be someone you’re not, or to simply be yourself. Eventually they are going to see the real you anyway . . . I say front end it and get it over with.
Thank you for sharing your thoughts!
Paul, you’re classic . . . I really enjoyed this post. I’ll have to try this on my next interview. I have always been so focused on making good impression where I must have forgotten my salesman roots. It makes sense to stand up and call them out, as I am a professional salesman and that I work on a process rather than on BS.
It’s funny, you reminded me of the line in the movie “Good Will Hunting” when he was at this job interview. Either they’ll like you now or never.
You rock!
Chris
I love that line Chris!
Thanks!
During an interview for a pharmaceutical rep job for P & G, I was handed a box of Monistat 7 and told to sell it to the interviewer. I was given 2 minutes to prep and then detailed the product. Nailed it. Got the job. Didn’t really have a choice if I wanted to beat out the 120 other applicants at the interview!! btw… I also sell pens and would ask questions about what they were trying to accomplish with the pens, budget, audience, market, etc before I would attempt to sell a pen. I sell solutions, not products!!!
I absolutely respect them for doing a sales simulation for something you’d actually be selling.
Thank God you didn’t have to demo it!
Thanks Dale!
I had to do this once (I aced it of course) and swore if I ever got asked that question again, I would excuse myself from the interview.
I might have stirred up a bunch of candidates with this one Jim 🙂
Cheers!
If the job is truly worth your time, then Paul’s approach will leave a lasting positive impression every time. Those managers that think they are God’s gift to the selling profession will not understand this, and you will probably not get the job…make sure and send Paul a thank you note when you don’t get those positions as it is likely he has save you grief and time.
Well thank you Jeff but I am feeling a tad guilty for writing this because I have a very different tolerance level when it comes to idiotic exercises.
In some ways, I’d hate to see someone lose an opportunity because of what I’ve written. At the same time, I think it would be a gift and a half to avoid working for someone who doesn’t “get it”.
Thanks again!
I really like that JB and I bet it gives you a better X-Ray. No?
Thank you for taking the time to stop by and share your thoughts!
Paul,
I couldn’t agree with you more! I own my own business so I don’t do interviews any more. Knock on wood! But when I did I looked for a fit. And any dude or dudette who asks me that question isn’t a fit for me. My thought is simple if I have to fake it through this interview and I get the job I will now have to fake every day of my tortured tenure at this God for saken job! Needless to say I would tell them politely we are not a fit and I wish you well.
We all know (hopefully) that before you can advocate a specific item or solution you first need to understand the customers needs/requirements. Right? From this stand point I totally agree with you Paul.
Here’s another take on the “pen question” though. This is looking at it from more of process standpoint as opposed to “selling a pen”.
What if, the interviewer was testing to see if you immediately started “selling” the pen instead of asking questions first? Maybe with some general questions, that we all (again hopefully) ask, it would have been quickly uncover that the interviewer really didn’t have a need for a pen.
What do you think?
Mike,
That’s exactly why they ask the question I just think its silly, cliched and in need of an upgrade 🙂
Thanks!
Paul, I have an interview
coming up and told I will be asked to sell a pen. I’m grateful for the opportunity;however I’ve started to second guess the company. I’m totally against these tactics if you have a proven track record of success with years in the business. I’ve been in sales, sales training and sales mgmt- not an entry level candidate. I have been out of work for a bit so I may not have a choice but to “sell the pen”. UGH.
I’ve been in your shoes Kate and its not a fun spot to be in.
Go along with it and feed your family.
If it turns out to be a less than stellar company reevaluate your decision.
Go get ’em and let me know how it goes!
The reason people ask this question is to see if you understand or have a sales process. You can tell them how great you are and all of your sales success and awards but they want to see you in action…on the spot. If you don’t like the pen, ask them if you can sell them something else…maybe even one of their products. Remember, they want to see your sales process…who cares about the pen….have fun with it.
Thanks Darin
Hey Paul,
Thanks for sharing such an insightful post 🙂
I was twice made to sell “The Pen” during my job interviews and trust me it sucks, how can one judge my skills with such a senseless approach. But we do have nerds out there how are highly prepared for such questions, Hell yeah! they do succeed. I wish I could ask those interviewers the same and see how they showcase themselves. Just like that 😉
Ha! Exactly Heena!
Thank you so much for taking the time to share your thoughts!
Here’s how you sell a pen to an interviewer:
Tell me about your business goals. (Interviewer responds)
Tell me what things you are focusing on today. (Interviewer responds)
Do you write a list of those things to stay on track? (Interviewer responds)
Could you use a pen?
I appreciate your response Brad, this wasn’t a blog post about HOW to sell a pen. It was a post about how ridiculous and antiquated the request is.
Thanks
Fair enough. But sometimes you need to get the job regardless of the ridiculous requests of an interviewer.