Most of us has seen " The wolf of wall street" and one of the iconic scene is "Sell me this pen". In fact, this sentence will remind anyone who has seen this film. This is a trick question used in interviews.
Most of us tend to start by explaining the features of this pen. But in reality this isn't the way something is meant to be sold. This would be like shoving a product down the throat of a person.
Step 1: Identify if there is a demand
Before wasting your energy and the time of another person, first ask questions to see if the person is a potential BUYER.
Ask if HE NEEDS A PEN
If yes, then ask further questions. If no, ask if he is interested in hearing about our product (the pen)
Step 2: Listen
Ask about his previous experience with other pens, ask if he has ever used our pen.
Ask about his preference in the product, ask how often he uses it, his price preference.
Listening to the opinions of customer builds a trust.
Step 3: The pitch
Summarize the expectations of the customer. Then explain how this pen would be the perfect pen for him.
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