How To Sell Anything To Anyone Anytime - SELL ME THIS PEN

by boblev
21 replies
Dan Lok posted an interesting challenge on his face book feed...he posted the video below and asked his followers to write their pitch in the comments. Egads, I was horrified by the garbage in that thread.

Anyway, I posted my elevator pitch below, any one else want to take a crack at it?



Hi Dan, do you have a minute to talk about the pen that could change your future?

If you've seen a montblanc in action you already know it's sleek, but do you know why top professionals everywhere have to have one?

Let me answer that. Any pen can write but not every pen can impress.

This isn't just any old pen,This is montblanc. It's the best you can get! It's top of line.Top notch.Top shelf and it isn't cheap!

Look, if you only need a grocery list then this may not be the right option, but, If you want to command the attention of every person in the room and let them know that you're the one to watch then let's talk about getting one in your hand.

Please keep in mind that these are only available exclusively from authorized dealers.So if you like it ,now is the time to act. If this intrigues you, can we sit down for a couple of minutes and review the available styles and purchase options?
#anytime #pen #sell
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  • Profile picture of the author MMCopy
    What are the benefits of owning this pen? No offense but your pitch sounds just like the pitches the audience gave to Jordan Belfort at his conference. Why is it top of the line? Who uses it? What makes it special?
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    • Profile picture of the author boblev
      Originally Posted by MMCopy View Post

      What are the benefits of owning this pen? No offense but your pitch sounds just like the pitches the audience gave to Jordan Belfort at his conference. Why is it top of the line? Who uses it? What makes it special?
      No offense taken

      This is my elevator pitch, my only goal here is to buy more time for the close. It would likely evolve over time if I were actually selling these,

      If I were writing this or doing a video I would spend more time on the details and try to weave it into a story.

      Thanks for the feedback

      Bob
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  • Profile picture of the author Claude Whitacre
    Originally Posted by boblev View Post

    Dan Lok posted an interesting challenge on his face book feed...he posted the video below and asked his followers to write their pitch in the comments. Egads, I was horrified by the garbage in that thread.

    Anyway, I posted my elevator pitch below, any one else want to take a crack at it?

    http://www.youtube.com/watch?v=E6Csz_hvXzw


    Hi Dan, do you have a minute to talk about the pen that could change your future?

    If you've seen a montblanc in action you already know it's sleek, but do you know why top professionals everywhere have to have one?

    Let me answer that. Any pen can write but not every pen can impress.

    This isn't just any old pen,This is montblanc. It's the best you can get! It's top of line.Top notch.Top shelf and it isn't cheap!

    Look, if you only need a grocery list then this may not be the right option, but, If you want to command the attention of every person in the room and let them know that you're the one to watch then let's talk about getting one in your hand.

    Please keep in mind that these are only available exclusively from authorized dealers.So if you like it ,now is the time to act. If this intrigues you, can we sit down for a couple of minutes and review the available styles and purchase options?
    I hear this often "sell me this pen".

    But, did the guy start the conversation about pens?
    Did he see an ad for pens?
    Did he ask for a pen?
    Are you just bumping into strangers trying to sell each and all of them this pen?

    Are you using it as an elevator pitch? In that case, here is mine when I was selling my local online marketing service.
    First I ask "What do you do for a living?"
    And after they tell me and ask "What do you do for a living?"

    I said "I provide customers and quality sales leads to business owners that already have a website."

    And they either ask a question, or change the subject. If they ask a question...now we are into an elevator talk.

    So..selling the pen, I ask what they do for a living. They ask what I do for a living...I say "I provide decision makers with the highest quality and most dependable pen in the world, but only if they insist on the best".

    And...they either ask me about the pen or my business....or they don't. If they don't, I stop. If they do...I would give a short presentation on the pen similar to yours.

    Elevator speeches aren't given to everyone. They are given to prospects.

    You don't throw bait to every fish in the pond....you bait the hook and see who nibbles.
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  • Profile picture of the author Kay King
    I think it funny how many are being credited for coming up with "sell me this pen" - Lok may have gotten it from "Wolf of Wall Street" and that show likely got it from some 'how to interview' book....


    I was asked that question over 20 years ago in a job interview. Told the inteviewer I couldn't sell him that pen - wouldn't be right. The pen was an inferior brand known for leaking ink on hands and clothing. The ink was slow drying and the pen often smeared or skipped when in use.


    Then i sold him the pencil laying on his desk.


    He offered me the job - I turned it down for one where the person hiring looked at my resume and saw my sales numbers....


    Hadn't thought of that fella in years....
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  • Profile picture of the author ryanbiddulph
    My fave approach; act like you do not NEED (fear not making aka closing) the sale. Be detached. Makes you highly attractive among most humans who are trying to close/get/manipulate/convince/coerce/fight/influence/try/force LOL.....totally vibe with all folks having a different agenda or approach. If it feels fun, go this route.

    Entrepreneurs who NEED to CLOSE and attach to one outcome remind me of a funny fam event I see occur every week or so...

    My wife and mom-in-law, needing needing needing a kiss or hug or attention when my 2 year old niece walks in. They too thirsty LOL. She walks in the house and every time the first words out of her mouth are: "Where's Uncle Ryan?" because I am upstairs working and need nothing from her. She follows me around like a little puppy. Love her to death and because I do, I am detached, but generous. Cool energy to cultivate.

    If someone asked me to sell them a pen, I'd ask: "How can I help you? What do you need from me?" No pitch, no push, no force, no fear. Then I'd help them generously, build a bond, and within 2 weeks I'd sell 'em a case for $500 bucks. 5 years down the road I'd sell them the pen company for $20 million hehehe.....detachment and abundant energy folks. Act like you don't need it and serve folks, and you become the most popular guy in the room.

    The ones who own the pen company ain't trying to squeeze anything out of ya now; they help, they are detached and they see 5 years down the road, giving most of their energy to making a huge difference and of course, making the most coin.

    Ryan
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  • Profile picture of the author misterme
    If I were asked to sell someone a pen, the first thing I'd ask is, "what's making you want to buy a pen?" And considering most people don't know good sales technique from poor sales technique, and probably expect you to do a dazzling job of chatting up the pen, they'd probably think my question stupid and I wouldn't get the job.
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  • Profile picture of the author OptedIn
    I remember pens. I used to use them to mark things on that calendar that hung on my refrigerator.

    Whatever happened to pens?
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  • Profile picture of the author GordonJ
    Originally Posted by boblev View Post

    Dan Lok posted an interesting challenge on his face book feed...he posted the video below and asked his followers to write their pitch in the comments. Egads, I was horrified by the garbage in that thread.

    Anyway, I posted my elevator pitch below, any one else want to take a crack at it?

    http://www.youtube.com/watch?v=E6Csz_hvXzw


    Hi Dan, do you have a minute to talk about the pen that could change your future?

    If you've seen a montblanc in action you already know it's sleek, but do you know why top professionals everywhere have to have one?

    Let me answer that. Any pen can write but not every pen can impress.

    This isn't just any old pen,This is montblanc. It's the best you can get! It's top of line.Top notch.Top shelf and it isn't cheap!

    Look, if you only need a grocery list then this may not be the right option, but, If you want to command the attention of every person in the room and let them know that you're the one to watch then let's talk about getting one in your hand.

    Please keep in mind that these are only available exclusively from authorized dealers.So if you like it ,now is the time to act. If this intrigues you, can we sit down for a couple of minutes and review the available styles and purchase options?
    Old tonight show with Johnny Carson sell me this ashtray, then sell me this pen.

    The gurus use this to make their point, and anyone who buys into the idea you can "sell anything to anybody" via salesmanship, nlp, manipulation has put one foot into his business grave.

    Instead of trying to SELL a pen, I would bet a seasoned remote direct marketer would find a list of pen collectors/buyers, and write a personal letter to each, offering the ONE pen to the first responder.

    Every day at WF, noobs and beginners want to SELL stuff to people, want to get into IM, digital marketing, ecommerce, drop-shipping, ebay, all about SELLING.

    I prefer the Dan Kennedy idea of "magnetic" or pull marketing. Gary Halbert called in a starving crowd. Old world successful remote direct marketers sought out lists of BUYERS.

    All the selling technique in the world is useless in so many cases, and exercises like these do what? Prove nothing.

    If I had a pen, and wanted to sell it, I'd spend my time looking for someone who wanted it, and in lieu of that, might give it away to an avid collector for good will and future business.

    GordonJ

    PS. There is always the gun to the head, buy or die routine, sort of like Russian elections.
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  • Profile picture of the author boblev
    Hi All,

    Thanks for the feedback, all valid points. But the purpose of the exercise was to sell Dan the pen. we know something about his status and position, so my pitch was an appeal to his ego. The ideal prospect is an up and coming or already made it executive,real estate pro's, car salesman etc. You won't sell a pen like this to an assistant manager at mcdonalds.

    People drop a G on Montblanc for the same reasons they will spend Twenty Thousand on a Rolex Daytona, they want everybody to know they ARE somebody, or at least want others to think they are.

    I believe the point of the exercise was to attempt to weave emotional benefits into your sales process. That is what I tried to do.

    a successful pitch is like an optin form, you have to test and tweak in the wild before comlng to a conclusion about it`s effectiveness.

    I appreciate the feedback, it`s always beneficial to look at things from another perspective.

    Bob
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    • Profile picture of the author GordonJ
      Originally Posted by boblev View Post

      Hi All,

      Thanks for the feedback, all valid points. But the purpose of the exercise was to sell Dan the pen. we know something about his status and position, so my pitch was an appeal to his ego. The ideal prospect is an up and coming or already made it executive,real estate pro's, car salesman etc. You won't sell a pen like this to an assistant manager at mcdonalds.

      People drop a G on Montblanc for the same reasons they will spend Twenty Thousand on a Rolex Daytona, they want everybody to know they ARE somebody, or at least want others to think they are.

      I believe the point of the exercise was to attempt to weave emotional benefits into your sales process. That is what I tried to do.

      a successful pitch is like an optin form, you have to test and tweak in the wild before comlng to a conclusion about it`s effectiveness.

      I appreciate the feedback, it`s always beneficial to look at things from another perspective.

      Bob
      You don't get to that point until your fourth paragraph, instead of a "if you want", and this was supposedly written for Dan, you get an F. Sorry.

      Dan, you already command everyone in the room with your presence and when it comes time to get their signature on the bottom line, hand them this Mont Blanc pen, and when they touch it, there won't be a second of hesitation.

      Dan, you close some really big deals, next time, after they sign, give them the pen, you'll keep them a customer for life.

      Could Dan Lok afford to give a way a Mont Blanc pen, I think so, and there, you have your customer who will buy pens from you.

      Why would you ask Dan if he "wanted to command the attention", I would have the opposite emotional reaction.

      But glad you got some use from the exercise.

      GordonJ

      PS. Of all the multi-millionaires I've known, I don't think a single one ever made a grocery list or needed a prop to COMMAND attention.
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      • Profile picture of the author boblev
        Originally Posted by GordonJ View Post

        You don't get to that point until your fourth paragraph, instead of a "if you want", and this was supposedly written for Dan, you get an F. Sorry.

        Dan, you already command everyone in the room with your presence and when it comes time to get their signature on the bottom line, hand them this Mont Blanc pen, and when they touch it, there won't be a second of hesitation.

        Dan, you close some really big deals, next time, after they sign, give them the pen, you'll keep them a customer for life.

        Could Dan Lok afford to give a way a Mont Blanc pen, I think so, and there, you have your customer who will buy pens from you.

        Why would you ask Dan if he "wanted to command the attention", I would have the opposite emotional reaction.

        But glad you got some use from the exercise.

        GordonJ
        Hi,

        It's a 30 second pitch that does require some setup. I totally disagree about Dan's status. Not everyone knows who he is.

        And seriously,I'm not afraid of offending somebody in a sales pitch, it's just one no closer to a yes.

        Thanks for the grade though, so what do you got?

        Feel free to dazzle me.....

        Bob
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  • Profile picture of the author Frank Donovan
    The problem with this particular exercise is that a Mont Blanc isn't just a pen - it's a status symbol. And status symbols are only effective when others in your peer group recognize them as such.

    Therefore, anyone who'd be in the market for this pen already knows exactly why people own one. If he didn't, it's unlikely you could sell him on the emotional benefits. A more effective tactic would be to claim you just won the pen as a prize, but your wife already gave you an engraved one last anniversary, so you're selling this one at a discount.

    Not that I've ever conducted a transaction with a stranger in an elevator.
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    • Profile picture of the author boblev
      Originally Posted by Frank Donovan View Post

      The problem with this particular exercise is that a Mont Blanc isn't just a pen - it's a status symbol. And status symbols are only effective when others in your peer group recognize them as such.

      Therefore, anyone who'd be in the market for this pen already knows exactly why people own one. If he didn't, it's unlikely you could sell him on the emotional benefits. A more effective tactic would be to claim you just won the pen as a prize, but your wife already gave you an engraved one last anniversary, so you're selling this one at a discount.

      Not that I've ever conducted a transaction with a stranger in an elevator.
      LOL, I don't lurk around elevators either....

      A guy tried to sell me a vacuum cleaner on a Las Vegas sidewalk once, I was more than a little skeptical.

      The whole premise that you can sell anything to anybody is bullshit cooked up by the sales motivation gurus (thanks Zig). I know from experience that you most certainly can NOT.....

      Bob
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      • Profile picture of the author DWolfe
        Originally Posted by boblev View Post


        A guy tried to sell me a vacuum cleaner on a Las Vegas sidewalk once, I was more than a little skeptical.
        Well someone from Wooster spending his vacation selling vacuum cleaners, would make anyone skeptical. Now back to the topic.
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        • Profile picture of the author Claude Whitacre
          Originally Posted by DWolfe View Post

          Well someone from Wooster spending his vacation selling vacuum cleaners, would make anyone skeptical. Now back to the topic.

          I used to sell vacuum cleaners and air purifiers in malls. i would rent a 10 ft. square space for $100 a day...and ask people that passed by if they were going to be buying a vacuum cleaner in the next 2 years. I handed out flyers, but that was just to be able to get them to stop walking, so I could ask them the question. Once they started listening to me, I'd try to gather a small group around the booth.....buying is contagious.

          When I was selling air purifiers, I'd ask if they had allergies. I never walked out into the isle, and it was very easy to stop talking to me. I gave them several easy outs.

          My record is $10,200 in one day in personal profit.

          How is this relevant? You can sell just about anything if you can get a steady stream of people (if they are remotely able to buy)...and if you can gather a small crowd. It helps if you are funny.

          Lots of experimentation went into this. County fairs were bad, because most people there were not good prospects. But shoppers in a mall? (for consumer items) Attendees of paid events? (for business related offers)
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          • Profile picture of the author Bruce Kenway
            Originally Posted by Claude Whitacre View Post

            I used to sell vacuum cleaners and air purifiers in malls. i would rent a 10 ft. square space for $100 a day...and ask people that passed by if they were going to be buying a vacuum cleaner in the next 2 years. I handed out flyers, but that was just to be able to get them to stop walking, so I could ask them the question. Once they started listening to me, I'd try to gather a small group around the booth.....buying is contagious.

            When I was selling air purifiers, I'd ask if they had allergies. I never walked out into the isle, and it was very easy to stop talking to me. I gave them several easy outs.

            My record is $10,200 in one day in personal profit.

            How is this relevant? You can sell just about anything if you can get a steady stream of people (if they are remotely able to buy)...and if you can gather a small crowd. It helps if you are funny.

            Lots of experimentation went into this. County fairs were bad, because most people there were not good prospects. But shoppers in a mall? (for consumer items) Attendees of paid events? (for business related offers)
            Sell $10000 in one day? Man, it is insane.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by Frank Donovan View Post

      The problem with this particular exercise is that a Mont Blanc isn't just a pen - it's a status symbol. And status symbols are only effective when others in your peer group recognize them as such..
      Smartest post. Damn.
      And one of my weaknesses in selling is that I have no sense of social status. To me, a Rolex is a watch. Status isn't something I could incorporate intelligently.


      Originally Posted by Frank Donovan View Post

      Not that I've ever conducted a transaction with a stranger in an elevator.
      Neither have I. But amazingly, I've done my elevator speech in..yup...elevators... about half a dozen times that got me appointments...and once, a sale after we walked out into the lobby.
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  • Profile picture of the author boblev
    "County fairs were bad, because most people there were not good prospects. But shoppers in a mall? (for consumer items) Attendees of paid events?"

    People at the fair will go for $20 a pop if they can carry it around.

    I was mic pitchman for nearly 5 years. worked fairs and festivals around the country.

    I never made 10,000 in commissions in day. My best was a $12,000 gross (on a 20 dollar item)....$3600 my end. I'll take it.

    Bob
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    • Profile picture of the author Claude Whitacre
      Originally Posted by boblev View Post

      "County fairs were bad, because most people there were not good prospects. But shoppers in a mall? (for consumer items) Attendees of paid events?"

      People at the fair will go for $20 a pop if they can carry it around.

      I was mic pitchman for nearly 5 years. worked fairs and festivals around the country.

      I never made 10,000 in commissions in day. My best was a $12,000 gross (on a 20 dollar item)....$3600 my end. I'll take it.

      Bob
      Yup. The problem at fairs wasn't that they wouldn't buy...it's that they couldn't carry it around with them.

      The reason my best day was so high is that I let everyone else go for the day, and I just sold on my own. Also, I had a $600 air purifier and an $800 vacuum cleaner. We would set one aside for them to take with them when they left.

      For years I worked fairs and home shows just getting leads...low quality leads. One day I was in a mall while at a convention...and saw this guy pitching a Rainbow vacuum cleaner (an expensive door to door model). He was writing up sales right there.

      That day, I changed everything I did at malls and home shows. I just started pitching my machine to anyone I could get in the booth.

      At first, I had all kinds of glittering, strobe like shiny objects to attract attention...and it worked, I attracted the attention of kids, and people attracted to shiny objects.

      It dawned on my that I really wanted the attention of people interested in looking at my product.

      Interesting stuff.
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  • Profile picture of the author Plater Zone
    Thanks for sharing the amazing knowledge.
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  • Profile picture of the author Princess Balestra
    Thing I love so 'bout pens?

    I got no idea how they even WORK.

    How in hell those biro guys figure a profitable an' super productive take on replacin' the PENCIL without no strapline says GONNA DROP MY JUICE SWEET ON YOUR BALLS, ANY TIME YOU WANNA tbh I got no idea.

    Stoopid thing is, I got a fountain pen offa a writin' buddy las' Christmas -- alongside a SO SORRY YOU A MILLENNIAL LOSER kinda IRONY card got dead frickin' reindeer all over.

    Anyways, I slotted in the ink an fired the f*cker up.

    Dunno, mebbe I press down too hard on pens rn cos ima sensualized to a keyboard jus' sucks Moi up, but all I got offa that fountain is like a drunk gal peein' down her legs cos'n her feet too way apart to stand up straight.

    Why in hell I want that kinda schwango?

    Tellya, anywan drops no kinda INSTANT PEN NIRVANA into the pool of my hopes & dreams rn gonna get a punch in the frickin' CHOPS.
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