Sell Me This Pen – More Than Just a Sales Gimmick
If you’ve ever interviewed for a sales job, you may have encountered the classic challenge: “Sell me this pen.”
Made famous by The Wolf of Wall Street, this question has been used for decades by sales managers to assess the skills of potential hires. While it may seem like a simple request, this exercise is a strategic way to gauge a candidate’s ability to sell, persuade, and understand a customer’s needs.
But what exactly does this test accomplish? Why do so many interviewers use it? And how should a candidate approach it to stand out? In this article, we’ll break down the purpose of the “sell me this pen” exercise, the common mistakes candidates make, and what sales managers are truly looking for in a great response.
At first glance, the request to sell a pen may seem arbitrary. After all, it’s just a pen—an everyday object that doesn’t carry any emotional weight or significant value. But that’s exactly the point. The challenge forces candidates to prove they can create demand where there might not be any.
More specifically, the exercise tests several core sales skills:
Sales is about problem-solving. A great salesperson doesn’t just talk about features; they first identify what the customer actually wants or needs. If someone jumps straight into pitching the pen’s ink quality or smooth grip, they miss the opportunity to learn what the buyer values.
The best salespeople don’t sell products; they sell outcomes. The pen itself isn’t important—what matters is what it enables the buyer to do. A skilled salesperson ties the pen to something meaningful: “This isn’t just a pen; this is the tool that will help you sign your first big business deal.”
How a candidate responds to this challenge shows their confidence under pressure. A hesitant or mechanical answer might signal a lack of experience in handling objections or closing deals.
Great salespeople don’t just take “no” for an answer; they navigate objections and steer the conversation toward a sale. If the interviewer plays the role of a reluctant buyer, they’re testing how well the candidate can overcome resistance.
Many inexperienced salespeople make the same common mistakes when responding to this exercise:
A typical answer might sound like this:
“This pen has a sleek design, smooth ink flow, and a comfortable grip. It’s durable and affordable, making it perfect for everyday use.”
While this response highlights some benefits, it’s essentially just a list of features. There’s no effort to connect with the buyer or uncover their needs.
Some candidates try to win over the buyer with a price-based argument:
“I can offer you a 20% discount if you buy this pen today.”
While pricing can be a factor in sales, leading with a discount implies that the product lacks real value. A great salesperson should be able to justify the price based on benefits, not just a lower cost.
Some candidates go the opposite route and exaggerate the importance of the pen:
“This is the best pen ever created. It will change your life!”
Unless the buyer has an emotional connection to pens, this approach often comes across as inauthentic.
Jumping into the sale without understanding the buyer’s needs is a major red flag. A salesperson should first ask questions before offering a solution.
So, how does a great salesperson respond to “sell me this pen”? The best answers follow a structured approach that focuses on understanding the buyer, creating value, and closing the deal.
Before selling anything, a great salesperson asks questions to uncover what the buyer needs. For example:
Once you understand what the buyer values, you frame the pen as the perfect solution. If the customer values reliability, you highlight how this pen never leaks or skips. If they value prestige, you talk about the elegant design and how it makes a statement in professional settings.
Sales managers want to see if a candidate can close. That means creating a sense of urgency or exclusivity.
“This is our last batch of pens in this design, and once they’re gone, they won’t be available again. If you’re serious about upgrading your writing experience, I’d suggest grabbing one today.”
One of the biggest mistakes candidates make is failing to close the deal. A great salesperson isn’t afraid to ask for the sale directly:
“Would you like to take this pen home today?”
“How many would you like—one or a full set?”
A strong close demonstrates confidence and the ability to seal the deal.
The “sell me this pen” exercise remains popular in sales interviews because it quickly reveals whether a candidate has the foundational skills to succeed.
For sales managers, this question is a quick litmus test. It helps them separate the order-takers from the real closers—the people who can persuade, problem-solve, and drive revenue.
“Sell me this pen” is more than a cliché—it’s a powerful test of sales ability. The best salespeople don’t just talk about the pen; they ask questions, identify needs, create value, and confidently close the sale.
If you’re ever faced with this challenge in an interview, remember:
Master this approach, and you won’t just sell a pen—you’ll sell yourself as a top-tier salesperson.
