The Wolf of Wall Street, with Leonardo DiCaprio as Jordan Belfort
Reading a recent article praising the merits of this question at interview, I confess disappointment at the 'best way to answer it' which was offered. It rambled on about features, emphasis, metaphysics and offered a cheesy closing technique in a 4-step model as an interviewee's best way to prove their selling ability.
I believe it missed the point entirely.
A sale happens when the concept of ownership is transferred. A protracted sales model to get to this point is not always necessary, as I will now demonstrate.
What follows is how I handled the question at interview ...
"Sell me this pen"
Me: "Just before we start can I confirm one thing?"
"Sure"
Me: (Holding up the pen) ... "Is this your pen?"
"Yes"
Me: (Handing it back) ... "Sold!"
Selling doesn't start when someone says it does; there's no ready, steady, go, or starter-pistol fired to let you know it's technique time. The well-trodden sales path, taught in a classroom setting as the only way, is in fact imaginary. If you engage imagination you can succeed where others fear to tread.
Unlike many other sales stories shared this actually happened, and it was me that 'sold' the pen. If you're thinking of working with someone to improve your selling, make sure the stories they tell you are their own.
Did I get the job offer ... What do you think?
