How to Sell a Product in an Interview: “Sell Me This Pen”

Where Did “Sell Me This Pen” Come From?

The phrase “sell me this pen” was made famous by Martin Scorsese's film The Wolf of Wall Street, where stockbroker Jordan Belfort, played by Leonardo DiCaprio, asks a colleague this question.

The real Jordan Belfort acknowledged that it's a trick question that helped him distinguish between an amateur and a good salesperson. This trick still shows up in job interviews for sales professionals. At Digitalegy, we know that selling in an interview goes beyond a persuasive pitch. It's about understanding the customer, building a connection, and solving a problem. In this article, we'll guide you step by step so you can master the technique of how to sell a pen (or any other product) and leave an unforgettable impression on your recruiter.

What Does a Recruiter Look for When They Ask You to “Sell” Them a Product?

The key to passing this test isn't selling the pen, but demonstrating your sales skills. When the recruiter throws this challenge at you, they're actually evaluating:

• Your ability to ask questions: Do you research the customer's needs before offering a solution?

• Your control over the conversation: Do you take the initiative and lead the sales process?

• Your strategic thinking: How do you handle an unexpected situation and demonstrate your expertise?

• Your attitude and confidence: Do you show enthusiasm and confidence in yourself and in the product?

Jordan Belfort, the real “Wolf of Wall Street,” put it clearly: it's a trick question to tell an amateur apart from an elite salesperson. The answer isn't in the product, but in the person.

The 3 Key Approaches to Selling in a “Sell Me This Pen” Interview

To understand how to stand out, it's crucial to know the types of answers people usually give. Only one approach will lead you to success.

1. The Amateur Approach: Added Value

The most common mistake is focusing on the product's features.

• Example of a weak answer: “This pen is high quality, its ink lasts a long time, and its design will make you look professional.”

Why does it fail? Because you assume what the customer needs without having researched it. This shows inexperience and little empathy. A good salesperson doesn't sell features; they sell solutions.

2. The Intermediate Approach: The Solution

This is a step in the right direction. Here, the candidate asks questions but stays on the surface.

• Example of an improved answer: “What's most important to you in a pen?”, “What color do you prefer?”, “Do you often use a pen to take notes?”

Why is it better, but still risky? Although you show that you know how to ask questions, you're still focusing on the needs the customer is already clear about. The real magic lies in going further.

3. The Expert Approach: Create a Problem

This is the winning tactic. An exceptional salesperson doesn't just solve problems, but helps the customer discover needs they didn't even know they had.

• Example of a successful answer:

  • “Excuse me, do you have a minute?”

  • “How often do you sign important documents, such as contracts?”

  • “Imagine you're about to close a million-dollar deal and the pen you're using stops working. What impression would that give your client?”

Why does it work? You create a concern and then present the pen as the only solution. The buyer comes to the conclusion on their own that they need the product, guided by your strategic skill. This is the technique that will position you as an expert in sales techniques.

Step-by-Step Guide: How to Sell a Product in an Interview:

Follow these 5 steps to master the test and become an irresistible candidate.

1. Ask Key Questions to Get to Know Your Customer

Before selling, do your research. Ask about how the pen is used, current challenges, and the recruiter's priorities. Show that your goal isn't to sell an object, but to help a person.

2. Show Genuine Enthusiasm and Control Your Body Language

Your attitude is as important as your words. Maintain eye contact, smile, and project confidence. Your enthusiasm for selling is contagious and shows that you love what you do.

3. Highlight the Needs and the Problem You've Uncovered

Once you've asked the right questions, use that information to your advantage. “I understand that making a good impression is crucial for you and that the reliability of your work tool is essential.”

4. Announce the Ultimate Solution

Now it's time to present the pen. Connect its features directly to the needs you've already established. “This pen, with its patented ink flow system, ensures that you'll never have to worry about interruptions at a crucial moment.”

5. Close the Sale and Prove Your Value

After presenting the solution, it's time to summarize the benefits. “With this pen, you don't just sign documents; you convey confidence and professionalism with every stroke. Would you like to try it and see the difference for yourself?” Even though you've made it through the crucial moments of learning how to sell a product in an interview, you're only halfway through the test.

At this point, it's fine to emphasize the product's features and the benefits the customer will enjoy from owning and using it.

Conclusion 

Mastering the “sell me this pen” test is an art. It's a mix of empathy, strategy, and confidence. Remember that you're not selling an object, but demonstrating that you have the skills to sell any product and be a valuable asset to any sales team.

Prepare yourself, stay calm, and use this guide to structure your answer. You'll not only help yourself, but you'll also impress your future employer.

Looking for more sales and leadership tips? Visit our Digitalegy blog for more valuable content, and contact us for a personalized consultation that will take you to the next level.

This article was originally published in August 2022 and was updated in August 2025 to give you more accurate, thorough, and up-to-date content.