What's the most loathed query in sales job interviews? Probably it is "Sell me this pen." & yet, it is the quintessential query. It is a role-playing exercise that is hugely popular with interviewers. Hiring managers can learn a lot about you by the way you answer it.
There's lots of different opinions about this approach in the interview, but I will tell you that as a medical sales recruiter who makes use of it, I can select what someone's skills are like (or if they are missing skills) using that exercise. It lets me see you in action. It shows me your sales style & your thought method. It is valuable to me & to hiring managers.
You ought to always expect that you might be asked to role play a sales scenario. Possibly it won't be a pen. Possibly it will be something that you sell currently, or something that they sell, or are thinking about selling. It doesn't matter . You require to make use of the same principles that you use with any sales method.
I, personally, am a massive fan of SPIN Selling (check out the book by Neil Rackham--you'll learn a lot about sales styles & how they relate to sales cycles), so, if I were asked to sell the pen, I would start off with "What's the situation Mr. Hiring Manager? I see you are looking for a writing device."
So, I require to understand your situation, I require to understand what issues that presents, & what implication that can have, & then I require to present my solution, the pen, as a solution for the issues that I identified, & the implications that could occur if they doesn't have the right writing device.
See, I don't start at the pen level. I am saying: What would you like in a writing device? What is important to you together with your writing device? What is not important? Perhaps a pencil is not something that you can use because it can be erased, & none of your writing ought to be erased--something like that.
I do know that it is a small uncomfortable to do role plays, but it is appropriate, & valuable for the hiring manager to ask you to do that. So, prepare for, & take it in stride. They will appreciate it & you'll probably do well in your interview.
Right then, that hiring manager is going to see how I would approach selling his product. They can see how I would probably relate to his customers. They can select my comfort level with the sales method, & probably make a lovely evaluation of how successful I might have been historicallyin the past. (If you are new to sales, this is a golden opportunity for you to show that you do know what you are doing & can be successful.)
There's lots of different opinions about this approach in the interview, but I will tell you that as a medical sales recruiter who makes use of it, I can select what someone's skills are like (or if they are missing skills) using that exercise. It lets me see you in action. It shows me your sales style & your thought method. It is valuable to me & to hiring managers.
You ought to always expect that you might be asked to role play a sales scenario. Possibly it won't be a pen. Possibly it will be something that you sell currently, or something that they sell, or are thinking about selling. It doesn't matter . You require to make use of the same principles that you use with any sales method.
I, personally, am a massive fan of SPIN Selling (check out the book by Neil Rackham--you'll learn a lot about sales styles & how they relate to sales cycles), so, if I were asked to sell the pen, I would start off with "What's the situation Mr. Hiring Manager? I see you are looking for a writing device."
So, I require to understand your situation, I require to understand what issues that presents, & what implication that can have, & then I require to present my solution, the pen, as a solution for the issues that I identified, & the implications that could occur if they doesn't have the right writing device.
See, I don't start at the pen level. I am saying: What would you like in a writing device? What is important to you together with your writing device? What is not important? Perhaps a pencil is not something that you can use because it can be erased, & none of your writing ought to be erased--something like that.
I do know that it is a small uncomfortable to do role plays, but it is appropriate, & valuable for the hiring manager to ask you to do that. So, prepare for, & take it in stride. They will appreciate it & you'll probably do well in your interview.
Right then, that hiring manager is going to see how I would approach selling his product. They can see how I would probably relate to his customers. They can select my comfort level with the sales method, & probably make a lovely evaluation of how successful I might have been historicallyin the past. (If you are new to sales, this is a golden opportunity for you to show that you do know what you are doing & can be successful.)
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