“Sell me this pen” We’ve all seen/heard this before, in movies, in seminars and in videos like this. But, no one has given me a convincing answer. I think there’s no single right answer. I think there’s no right or wrong answer. And maybe that’s the case with sales and marketing itself. People change, preferences change and so should the strategy. Ultimately, the whole of sales and marketing is just a big fancy “trial and error” with so many playbooks and manuals.
Salespeople fail this test for #1 reason: Not because they can’t sell But because they don’t ask. They start selling before they start understanding. In this clip, the sales manager jumped straight into talking about the pen’s features - smooth ink, elegant design, etc. But he never asked a single question. And that’s where 90% of salespeople lose the deal. If you want to pass this test (and every real-world pitch) Here’s what a good salesperson would do instead: 1. Diagnose before you pitch “When was the last time you needed a pen and didn’t have one?” 2. Find the pain “How did that make you feel?” 3. Create context “Imagine you’re about to sign your biggest deal…” 4. . Build urgency “Wouldn’t you want a pen that never fails at that moment?” 5. Then present the pen now it’s not a product, it’s a solution. The best salespeople don’t sell pens. They sell the moment that needs a pen. 👉🏻 Follow Tony Morris for more such amazing content 👉 Follow Sales Tips for no-fluff sales tips.
