"Sell Me This Pen" | How To ACTUALLY Sell The Pen

"Sell Me This Pen" | How To ACTUALLY Sell The Pen

The Wolf of Walstreet - Jordan Belfort explains what the exercise of selling the pen is actually all about.

Go Follow our Channel on the Mindset App: https://link.mindsetapp.com/TheOutcome

Speaker: Jordan Belfort

Music Licensed by Agus Gonzalez-Lancharro
Music by Really Slow Motion
Buy their music:
Amazon: http://amzn.to/1lTltY5
iTunes: http://bit.ly/1ee3l8K
Spotify: http://bit.ly/1r3lPvN
Bandcamp: http://bit.ly/1DqtZSo

Visit us on:
Facebook: https://www.facebook.com/ReallySlowMo...
Twitter: https://twitter.com/RSMmusicSound
Youtube: http://www.youtube.com/user/reallyslo...

Transcript:
So let me tell you what that whole exercise really stands for.
So the whole, “sell me this pen”, narrative is really,
it's a test that you give to a salesman
to see if they really understand what selling is all about.
If you ask someone who is not a professional salesman,
who doesn't have the right instincts,
they'll start actually trying to sell you a pen.
“This pen is great, this pen writes upside down,
it's the best value for its money, is the best ever, buy this pen”.
He does that thing.

I have one question and I'm a huge fan of your film,
so this just comes quite naturally.
Can you please sell me this pen?
So let me tell you what that whole exercise really stands for.
So the whole, “sell me this pen”, narrative is really,
it's a test that you give to a salesman
to see if they really understand what selling is all about.
If you ask someone who is not a professional salesman,
who doesn't have the right instincts,
they'll start actually trying to sell you a pen.
“This pen is great, this pen writes upside down,
it's the best value for its money, is the best ever, buy this pen”.
He does that thing.
The only one rational thing you could do
when someone says, “sell me this pen”,
and that is to start asking them questions.
So tell me,
“how long you've been in the market for a pen?”
“What type of pens have you used in the past?
“Is it for business or personal”.
“Typically, when you buy them what type of money do you spend on one?”
“Do you buy expensive ones?”.
The key to selling is to find out, step one.
What are your client's needs, values?
What pens are they looking at?
What do they need?
And you'll get to fill that need at the most basic level, right?
Well, when you just go out and try to sell something,
what you're saying is,
“I don't give a shit about you, I am just going to ram this down your throat”.
I want to know what you need,
I want to know what you've done in the past.
So you ask questions.
If I ask them, “hey, so how long you been in the market for a pen?
And they say, “oh, I'm not looking for a pen”.
“Great, have a nice day”.
I don't sell people the things that they are not looking for,
I wouldn't try to sell you a pen, if you're not looking to buy a pen.
So if someone said that to me, I’d say,
“wow, this person really knows how to sell”.
Because the biggest mistake that rookie salesmen make
is they try to sell to everybody.
Versus weeding out people who are not interested
and only selling to those who are.
So I ask questions but not any question, I ask pointed questions to identify
what type of pens have you used in the past,
how much money you have.
Now, the pen is like a euphemism for any product, right?
By doing that, I can get a good sense of what you're about,
and then when I'm done asking my questions,
and I know what I need to know, I say,
“well, based on what you said to me,
this pen is perfect for you, let me tell you why”.
And now I'm actually matching my pen to what you need,
and I tell my presentation to fill that need,
and it's much more elegant.
Makes sense?
Yes, thank you

By: The Outcome
Title: "Sell Me This Pen" | How To ACTUALLY Sell The Pen
Sourced From: www.youtube.com/watch?v=PMbijfsrrM4

Did you miss our previous article...
https://virallyfe.com/motivational-messages/never-quit-god-will-bring-you-through-it-inspirational-amp-motivational-video