# Sell me this pen: how to answer the sales interview question

Don't start by describing the pen. Ask the interviewer two or three questions about how and when they use a pen, find a need, then pitch the pen as the answer to that need, handle any objection, and ask for the sale. The exercise tests whether you sell by listening and closing, not whether you can list features.

By the Speaking Coach team at Sodhera Intelligence. Updated 2026-10-22. Source: https://www.orecci.com/speaking-coach/interview-questions/sell-me-this-pen/

## What the exercise is really testing

"Sell me this pen" (or a stapler, a water bottle, the chair you're sitting on) is a short role-play. The object doesn't matter. The interviewer is watching for four sales habits:

1. **Do you ask before you pitch?** Good salespeople find out what the buyer needs before talking about the product.
2. **Do you listen to the answers?** Your pitch should use the buyer's own words.
3. **Can you handle pushback?** Most interviewers will object at least once.
4. **Do you ask for the sale?** Many candidates give a nice pitch and then stop. Closing is the job.

The classic mistake is to grab the pen and start: "This is a beautiful, smooth-writing pen with a comfortable grip…" That's a feature list, and it shows you'd talk at customers.

## The five steps

| Step | What you do | Time |
| --- | --- | --- |
| 1. Open | Take the pen, put it down, and turn to the buyer | 5 seconds |
| 2. Discover | Ask two or three questions about their use and frustrations | 30–60 seconds |
| 3. Pitch to the need | Connect the pen to what they told you, in their words | 20–30 seconds |
| 4. Handle an objection | Acknowledge, ask a question, answer | 20–30 seconds |
| 5. Close | Ask directly for the sale | 5–10 seconds |

The whole exercise usually runs two to three minutes. Most of your talking time should be questions, not pitch.

## Questions to ask in the discovery step

Choose two or three. Listen for a detail you can build on.

- "When did you last use a pen? What for?"
- "What do you usually write with during the day?"
- "Have you ever had a pen let you down at a bad moment?"
- "What matters most to you in a pen: how it writes, how it looks, or just that it works?"
- "Do you sign things often? Contracts, forms, receipts?"
- "Where do you keep your pens? Do you lose them?"

You're looking for a need: an important signature, a lost pen, a cheap pen that leaked, a wish to look professional in front of clients.

## Example: a sample dialogue

This is an invented example to show the flow. Your interviewer will answer differently, and that's the point: build on what they say.

> **Interviewer:** "Sell me this pen."
>
> **You:** "Sure. Before I tell you about it, can I ask a couple of questions? When did you last use a pen?"
>
> **Interviewer:** "This morning. I signed an offer letter for a new hire."
>
> **You:** "What did you sign it with?"
>
> **Interviewer:** "Whatever was on my desk. A cheap ballpoint, I think."
>
> **You:** "How often do you sign things like that, offer letters or contracts?"
>
> **Interviewer:** "A few times a week."
>
> **You:** "And when you sign an offer letter, what do you want the new hire to feel?"
>
> **Interviewer:** "That they've joined a company that takes them seriously, I suppose."
>
> **You:** "So a few times a week you're signing something that tells a new person how much you value them, with whatever's on your desk. This pen writes cleanly first time, doesn't skip, and looks like it belongs on a manager's desk. It's the pen you'd keep for the signatures that matter."
>
> **Interviewer:** "I don't really care about pens. A cheap one works fine."
>
> **You:** "That's fair. Most people don't think about it. Can I ask: has a cheap pen ever run out or smudged in front of someone?"
>
> **Interviewer:** "Actually, yes, in a client meeting last month."
>
> **You:** "Then for a few pounds, this keeps that from happening again. Can I leave it with you today for your next signing?"

Notice that the pitch uses his words: offer letter, new hire, value. And the close is a direct question.

## Handling the objection

Interviewers often object on purpose to see whether you crumble or argue. Use a three-part response:

1. **Acknowledge.** "That's fair."
2. **Ask.** A question that reconnects to the need. "Has that ever caused a problem?"
3. **Answer.** Link the pen to their answer, then close again.

Common objections and how to respond:

| Objection | A response that works |
| --- | --- |
| "I don't need a pen." | "Fair. When was the last time you needed one and didn't have one?" |
| "It's too expensive." | "Compared to what? What would it cost if your pen failed in front of a client?" |
| "I'll think about it." | "Of course. What would you want to think through? Maybe I can answer it now." |
| "I already have a pen." | "What do you like about it? Is there anything it doesn't do well?" |

## Mistakes to avoid

| Mistake | Why it hurts | Instead |
| --- | --- | --- |
| Listing features straight away | Shows you'd talk at customers | Ask questions first |
| Asking questions but ignoring the answers | The pitch sounds generic | Repeat their words in your pitch |
| Arguing with the objection | Buyers dig in when argued with | Acknowledge, ask, answer |
| Not closing | Selling without asking for the sale isn't selling | Ask directly: "Can I leave it with you?" |
| Fake urgency or tricks | Can come across as pushy | Keep it honest and specific to their need |
| Running five minutes | Shows you can't read the room | Aim for two or three minutes |

## How to prepare

1. Pick three everyday objects: a pen, a water bottle, a notebook.
2. For each, write five discovery questions and three possible needs.
3. Practise out loud with a friend playing the buyer, and ask them to object at least once.
4. Practise the close until it comes out naturally. Many people find the close the hardest line to say.

A partner who reacts to what you actually say is essential here, because a pitch that's only scripted will fall apart the first time the buyer answers differently. Speaking Coach's AI partner can play the interviewer-buyer and respond to your questions, if you don't have a friend handy. For a broader sales role, the [sales representative interview questions](/speaking-coach/interview-questions-by-role/sales-representative/) page covers the rest of the interview.

## Questions people ask

### Is it okay to ask questions before pitching?

Yes. It's what most interviewers hope you'll do. Ask "Can I ask a couple of questions first?" so they know it's deliberate.

### What if the interviewer won't answer my questions?

Some do this to test you. Make reasonable assumptions out loud ("Most people in your role sign things daily…") and pitch to those, then close.

### What if they ask me to sell something other than a pen?

The same steps work for anything. Ask how they use it, find the need, pitch to it, handle an objection and close.

### Should I use humour?

A little warmth is fine. Don't rely on a joke or a gimmick. The interviewer has likely seen many clever tricks; a solid, listening sales conversation stands out more.

### How do I close without sounding pushy?

Ask a simple, specific question: "Shall I leave this with you?" or "Would you like to take it today?" Then stop talking and wait for the answer.

---
Speaking Coach on the App Store: https://apps.apple.com/app/id6767124039
Speaking Coach on Google Play: https://play.google.com/store/apps/details?id=com.sodhera.speakingcoach