The document discusses the famous sales question 'sell me this pen' and outlines three sales techniques: value added selling, solution based selling, and problem creation. Value added selling focuses on product features but may lack understanding of the buyer's needs, while solution based selling involves asking relevant questions to identify those needs. Problem creation, the most advanced technique, helps buyers recognize unperceived problems through guided questioning.

1. Sell Me This Pen and
Three Types of Sales
Techniques
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2. HELLO!
I am Abhinav Sabharwal
You can find me at skyabhinav@gmail.com
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4. Sell Me This Pen
▸Sell me this pen. Possibly
the best sales one liner in
history. Haven’t heard it
before?
▸In the last ten years, more
sales leaders have used this
question as part of their
interview process to whittle out
the can-dos from the can-not’s
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5. Sell Me This Pen
▸The “Sell me this Pen” brings
to the fore Three Types of
Selling Styles that are
typically used by the
standard salesperson – one
of which is the most desired
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6. Sell Me This
Pen: Value
Added Selling
▸The first is known as value
added selling where a
candidate attempts to create
interest by highlighting the
various features of the product
which make it desirable.
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7. Sell Me This
Pen: Value
Added Selling
▸“This pen is gold – that positions you as
a person of value to your peers.”
▸“This pen has refillable ink cartridges so
you never need to buy a new one.”
▸95% of people who have never had any
experience selling will utilize this
method
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8. Sell Me This
Pen: Value
Added Selling
▸The problem with value based selling
is that you show zero knowledge of
what the buyer feels is important to
them and thus are simply shooting in
the dark with your assertions of value.
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9. Sell Me This
Pen: Solution
Based Selling
▸The next evolution in this method
is solution based selling – where a
candidate successfully asks questions
about what I look for in a pen, if I have
any problems with my current writing
apparatus to build the case for this pen
to solve my needs.
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10. Sell Me This
Pen: Solution
Based Selling
▸What is the most important thing for
you when it comes to buying a pen?”
▸“What color pen are you in the market
for?”
▸“What were the strengths and
weaknesses of the last pen you owned?”
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11. Sell Me This
Pen: Solution
Based Selling
▸Candidates with an enterprise sales
background normally demonstrate a
strength in this area,
▸Many People hit a roadblock when the
questions they ask may lead to a
conclusion that they need a product which
the seller doesn’t have E.g. i.e. a red pen
instead of a black one
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12. Sell Me This
Pen: Problem
Creation
▸This is why it is important to find reps who
demonstrate the third technique – problem
creation.
▸Instead of asking open questions, they
establish a clear ‘ladder’ for buyers to follow
using questions which place the prospect in
a mental state where they begin to feel a
problem they didn’t realise they had
originally.
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13. Sell Me This
Pen: Problem
Creation
▸Ultimately the buyer arrives at a pre-set
conclusion which the sales representative
has orchestrated
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14. Sell Me This
Pen:
▸So How does One Answer Sell Me This Pen
Question In Interview
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Sell Me
this Pen
Takes the pen and
keeps it in his Pocket
Sir Can you write your
name on this peace of
paper
But I don’t
have Pen
No Problem I will sell
you one

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THANKS!
Any questions?