Inside BS Show

Although I think the “sell me this pen” question is a stupid one, since it comes up in the sales hiring process, I’ve decided to make this show describing good interview answers to this question. The way you answer this question comes down to using a consultative selling approach.

In order to effectively tackle this question, here are a few things you should ask the interviewer:

- Why do you want the pen?
- Why is this the right time to buy the pen?
- How much is the lack of a pen costing you?
- Who else do we need to involve?
- Here’s the ROI of this pen. Give it a try.

These are good interview answers to the “sell me this pen” question because they allow you to get the information you need in order to determine if you can help the client.

For example, when you ask “why is now the right time to buy the pen?” you can gauge their level of urgency; by asking them who else needs to be involved in the transaction, you determine whether or not they’re the sole decision-maker, and if not, who else you may need to contact.

With these questions, you’re essentially qualifying the client. What is their sense of urgency? What is their budget? What is the ROI that they need?

When you address each of these points, the client will be able to make a decision knowing that the pen will fulfill their needs.

The next time the “sell me this pen” question arises, go ahead and use these tips. After all, they’re good interview answers that could help you get hired. At the very least, this will let the employer know that you can sell products or services using a consultative selling approach.
Learn more about your ad choices. Visit megaphone.fm/adchoices

Show Notes

Although I think the “sell me this pen” question is a stupid one, since it comes up in the sales hiring process, I’ve decided to make this show describing good interview answers to this question. The way you answer this question comes down to using a consultative selling approach.

In order to effectively tackle this question, here are a few things you should ask the interviewer:

- Why do you want the pen?
- Why is this the right time to buy the pen?
- How much is the lack of a pen costing you?
- Who else do we need to involve?
- Here’s the ROI of this pen. Give it a try.

These are good interview answers to the “sell me this pen” question because they allow you to get the information you need in order to determine if you can help the client.

For example, when you ask “why is now the right time to buy the pen?” you can gauge their level of urgency; by asking them who else needs to be involved in the transaction, you determine whether or not they’re the sole decision-maker, and if not, who else you may need to contact.

With these questions, you’re essentially qualifying the client. What is their sense of urgency? What is their budget? What is the ROI that they need?

When you address each of these points, the client will be able to make a decision knowing that the pen will fulfill their needs.

The next time the “sell me this pen” question arises, go ahead and use these tips. After all, they’re good interview answers that could help you get hired. At the very least, this will let the employer know that you can sell products or services using a consultative selling approach.

Learn more about your ad choices. Visit megaphone.fm/adchoices

What is Inside BS Show?

Would you like to work with better clients, make more money, and build a business that gives you true freedom?

Have you struggled with the loneliness that comes with working long hours and solving the dozens of complex problems you face as an entrepreneur?

Do you ever feel like the most valuable business secrets are shared behind closed doors—where only insiders have access?

Welcome to The Inside BS Show—your daily invitation to step behind the velvet rope and into the room where real business leaders talk strategy, success, and scale.

These are your people. They've been where you are, and they've gone where you want to go. But most importantly, they feel your pain and can help it go away.

If you're an entrepreneur, CEO of a private company, or leader of a professional firm, this show is your secret weapon.

On each show we break down the business growth strategies that insiders use to win—revenue generation, building influence, succession planning, hiring top talent, navigating legal minefields, and crafting an exit strategy that maximizes value.

But this isn’t just a podcast—it’s a community. We don’t just talk at you; we bring you into the conversation.

Your host, Dave Lorenzo (The Godfather of Growth), gives you an exclusive front-row seat to the insights, strategies, and behind-the-scenes conversations that drive business success.

A new episode drops each Wednesday at 6 AM.

Want to connect with Dave? Call (305) 692-5531.

What are you waiting for? Join us ON THE INSIDE.