"Sell me this pen"

A friend of mine just came back from a stupid interview. By stupid I mean the interviewer was a man of very little brain and blew his chance to hire Dave. My oh so experienced friend with 20 years experience closing “C” level executives on multi-million dollar deals was confounded by a young pup who had just ascended to his first VP Sales and Marketing role and was rather very proud of himself. The first question he asked Dave wasn’t even a question. He pulled a pen from his pocket and said, “sell me this pen”. Now Dave’s a master salesman so he knew how to handle the question, but what would you do? I can tell you what I did! I had to do this with a perspective client early on in my career who was testing my sales abilities; I asked the question, “Do you need a pen?” He said, “Yes”. Great, how much money do you have in your wallet, I asked? Motioning to pass me the money he gave me the $150. I folded it and put it in my pocket – then I told him that wasn’t near enough – but it was a reasonable…

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