The wolf of Wall Street is asking you …. “Sell me this pen”.

The wolf of Wall Street is asking you …. “Sell me this pen”.

Since the inception of my sales career at every sales interview it is the most used common question which was asked “Sell me this pen” I used to start bragging about the features and then relate why this pen was an advantage to buy over others and then move to how it is going to benefit to the customer. Now Sales is not like writing a line of code managing a balance sheet or knowing an answer to a particular questio, Sales is mostly about the resilience factor. Your ability to handle every objection and combat it with an appropriate solution and still there are many customers who will not buy.

My Irish sales trainer Noirin told me that she did not want to use the pen to write, she wants to place it in the fancy coffee mug on the office table. The importance of profiling is very essential but sometimes curtails the liberty of the customer to choose. There have been quite a few cases where the customers get confused “ This happens when you try to sell Once a friend tried to sell a $500 K Big data solution and just because there was pressure to up sell the add on’s he ended up confusing and losing the sale.
I also heard a few sales people use strategy called convince, confuse or cheat. Convincing is fine but the other two horrific words confuse and cheat is a definite NO. This strategy is never good for you or the company, because the post sales division is going to be face challenges and it would be an unpleasant experience and may result in big losses/ legal penalties for companies.
So when you sell it is not just about features, advantages and benefits but also assure him about post sales, Always pressurizing for a budget would also not be ideal and if you find resistance don’t push them. Most of the men I know don’t plan budget they just go buy for the features or specific quality.
Hence I would say that the priority is not just about handling objections and answering standard rebuttals but to understand that and not every customer is the same, Listen carefully, look out for cues to relate and questioning skilfully and again look out for cues and create an analysis and read out what he stated by constantly assuring him what he said he wanted and you bundle it together and send him a quote. This model will help you reach your quota and improve customer satisfaction which can guarantee referral business as bonus.
You may read my other articles like "The sales mantra".
Happy Selling!