Sell This Pen to Me
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- Опубліковано 2 сер 2014
- I recently gave a lecture for magicians; it streamed over the internet to interested magi around the world. I spoke on card tricks, coin tricks, audience management and basic philosophies. Fun stuff.
At the end, after three and a half hours of Hannibal dialogue, the producer asked me to submit an effect or routine for a feature called “Free Trick Friday”. I thought it would be appropriate to offer something … a little more valuable.
This was my submission. Sell this Pen to Me! Sales technique, made fun
#JordonBelfort #DiCaprio #sellanything
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I was asked to sell a pen before.
I asked "This pen is mine now?"
"Yes, sell it to me."
I pocketed it and said: "No."
"What do you mean?"
Me: "I just got a free pen, I win."
"Ok, joke's over - you're not getting this job. Give it back now."
Me: "$5 bucks."
Didn't get the job, but I got a cool pen.
Lol GENIUS.
You win both the pen and the interview. Job was garbage, I guarantee it. You dodged a bullet. Only a total scumbag would think asking that question in an interview is a good idea. They're trying to sell you a terrible job.
I think he did more than what he said about listening to a client’s needs, he created a desire, almost by shaming the client for not respecting the thing that was most integral to his job. It was very clever. He didn’t just meet a need, he opened up one.
I noticed the same dynamic. I've noted & added this technique to my repertoire. Chris Hannibal would make a killing in Real Estate, Stocks, Software sales, etc.
"Sell me this pen" is a trick question. It helps the employer gauge which sales technique the job applicant employs while trying to sell the pen. There are two techniques to my knowledge.
Market-oriented strategy. Here a salesman finds the demand for a product and then proceeds to supply that product. A typical answer from a market-oriented salesman would be "Would you like to buy a pen, Sir?". If the customer disagrees then there is no demand and the salesman will find a market where there is demand.
Product-oriented strategy. Here a salesman persuades his customers into buying the pen even if they didn't want to buy the pen. These strategies may work with products that have unique selling points or not a lot of suppliers, meaning they are a niche in the market. But to employ them to a simple pen is a very difficult task.
Thus the question also gauges how smart, in terms of business decision making, the applicant is.
In your case Mr. Hannibal you employed the product-oriented strategy rather effectively, but your efforts may be misinterpreted but the employer.
I was sold at imagining a magic pen.
Too late. It disappeared.
Bwahahaha! Yes man!
This is great advice for anyone looking to do any job not just magic. One thing that really sells it is the flattery and setting a fixed time frame for them to use it.
Pulls out a gun
*BUY MY PEN!!!!*
No fancy sells pitch needed.
Tell us you're from America without telling us you're from America:
@@GerleoNimalan I live in the greatest country in the world.
I enjoy your talks it's truly magic.
It’s a hard question because a pen is quite literally a dime a dozen, but the point is solid. My dad was a salesman his whole life. He taught me that the key to being an ethical salesman was “need analysis.” An ethical salesman finds a real need or desire of someone and matches that desire with a good or service. The ethical salesman earns their keep by saving the buyer and seller time in finding each other. That’s why it is hard to trust a salesman with only a single product. Even a car salesman has a range of vehicles to sell with a range of prices and pros/cons. Find out what the Customer needs and desires and find something they can afford (if they can’t afford it, you’ll only be meeting their needs in the short term). In theory, this should also be the goal of companies. At the end of the day, does it matter what you sell? Not exactly. What matters is that you sell at a good margin and keep making sales. To that end, companies should seek to find out what the public will regularly be able to buy and sell that to them. Sadly, a lot of companies are run by CEO’s with option agreements that only incentivize around five years of growth, so truly long term decision making is absent at the top.
My boss actually did this exact test on me but it was his cell phone. He left the room for 60 seconds for me to think first, but I still did pretty bad lmao. I can rember struggling to think of what to say, "this phone has the newer graphics" lmao
Now I realize I was focusing too much on the product and not enough on him. I just kept trying to talk about how great this phone is without really talking about him or what he wants.
@@Ice_2228 Dude, pop the SIM out and sell him that. Aftermarket add-ons which render an otherwise useless item useful.
Graphics don't matter on a screen the size of an index card. 😂
Any kind of free life advice is a blessing….
Fecking Legend. What he says here makes sense.. i just needed to know about it.
Sales is still the worst career choice. Been there done that. Had the failures, then had the success, still I wake up not wanting to go to work everyday. Unless sales is your passion, which is rare, I urge all you confident salespeople to make the ultimate deal and sell yourself into a better career choice than sales, unless of course you wake up inspired everyday... in that case good for you, but for the rest of you, it's not too late to get out of the cult. If you're drinking the coolaide for 5 years and still not seeing the results you were promised, know that you've been had by a salesman selling you on sales as a career and understand that you could make your own pen for half the price and 100x the reward. Go help other people. Look for a rewarding job in education or something, sure you might make a little less but the rewards of not dreading getting out of bed everyday will be worth the loss in income. After all, what do you want money for? You want money so you don't have to do horrible painful things everyday? My advice to 90% of the sales force is work hard enough to get out of sales and into something you really feel good about doing.
Thank you
Do you understand what I'm saying about a cult??
Yeah most of them are sharks anyway, competing against their co-workers rather than with them like in other industries where people have to work together. Only the assholes seem to survive.
can someone tell the cameraman to hold his hands still
You can sell them the newest steady cam.
I still come back to this vid. This vid is gold!
somebody got a link where I can buy this pen? I really need it.
Just take the pen and say thanks I will keep it. When they say you can't, tell them they can have it back for $xxx. That is how you sell the pen.
It funny how many people missed the point. It was never about just selling a pen.
He sold me the pen and I already have lots pf pens!
Was about to save this vid on watch later, turns out i already did it years ago. You are amazing. Greetings from Brasil
Hope you are alirght, you are amazing
I'm doing okay.
Can't believe he actually shared a very important element in copywriting. This guy!
this will only work if you throw all of the hiring managers pens out the window first
You really remind me of a street performer that used to work M2 in market square in Pittsburgh back in the 90’s
My dude looks like a wizard.
That was awesome!
What I really need is a droid that understands the binary language of moisture vaparators and speaks Bocci.
Sales tip or inspirational video? Hard to tell well done as always Hannibal
That was an amazing pitch 😮💨 social science beauty
I think I would also offer to sell the customer supplies, like ink refills, and maybe paper. Doesn't hurt to ask.
Not so bad speech.
Nah I don't need your pen, I already have a bunch on the desk as you can see. I like you and I'll buy you lunch but I don't need the pen.
it took me a moment
Funny enough the "sell me this pen" question is not really liked by Jordan Belfort or in the business. It just works well in stories
So, you are implying that Salesman in training or on a job interview dont get asked "to sell product x". Makes sense. What would you ask for?
@@PaRaNoiDisLOW Most sales companies will train you to sell according to their standards. Selling can be a short process or a long one with complicated questions and disscusion
Yeah, it’s an excessively challenging question because the asker doesn’t really need or want the pen. It’s like a straight guy asking a gay guy to convince him to go on a date. The gay guy will need to go above and beyond what is considered normal to make a convincing argument.
@@PaRaNoiDisLOW From my experience, they'll ask generally how you would sell something/build a client base. Like I would always say to make a connection with a prospect, find their needs, provide a solution, then stay pleasantly persistent with them if they don't want to buy at that time.
Or a company doesn't even ask but just want to guage your personality and interpersonal skills and then train you how to sell in their style. We're kind of past the whole quick witted salesman style from the 20th century as internet reviews are easy to find now. It's more about creating a general atmosphere that clients feel connected to and personalized service.
You can even see this in basically any subscription based product. Like HBO Max will send me notifications "Movies picked for *My Name*" or emails from companies acting like they're your friend.
It's less product centric now and more about creating (or in many cases fabricating) a personal connection. The idea of "You can buy this anywhere but we'll do what we can to want you to buy it from here, bc here we're family".
@@obits3 Even if you get the "sale" or "date" it doesn't mean that it'll work out. If you push someone into a yes, unless they pay up/or fuck right then, any space between that pressures sale and the actual situation sold will give them time to back out.
Where are you
Los Angeles
Russia
@@finnliam an inside Job I see
I don't know, maybe I'm a bit different, but I really want that tie now. Seriously. I think I'd be the most awesome salesman with that tie. I need that as an inspiration, a motivation, that tie just whirls in my head, round and round. WHERE CAN I GET THAT TIE??? Plus: I need a donut. Or six.
Damn
Spelling is spell
2,4k downvotes, so I'm wondering if any of these naysayers can improve on this advice. I suspect not. Great video.
"You want this pen?"
"Sure."
"OK, here ya go."
And then I go work for somebody that doesn't try to make himself (and of course it's a "him") look powerful by trying to make me do something silly like this.
Woo hoo!! I win!!!
مستحيل ان تجد في السعودية دار مسنين لان هنالك رجال حتى ان وجدت لن تجد المسنين داخل الدار.. لاننا عرب ومن شيم العرب احترام كبار القوم ❤
do the camera operator have parkinson????????
does
You didn't actually sell the pen. For some reason I can't figure you got weak at the end and sold him a seven day free trial. And there was really no reason to do that - you made a great case linking the pen to success, you built a clear picture of the future. Don't get close to a deal and then remind them they can cancel in 30 days. Stick to your guns - you've listened and built value, you've got them interested and leaning forward - stick to your belief that he will be so much happier after the purchase. Only use the free trial on the third attempt at the close.
1) do you have a writing tool?
2) yes.
3) leaves*
2) no.
3) I am the steward for a billionaires' will. My master died recently and I have been in the look for a person worthy of his inheritance. I have come to deem you worthy. All you need to do is sign this contract. Oh but you have nothing to sign with...
4) Here, you may have this pen for the price of $1B
But, you did not make a sale! "Free, I'll be back later." You are not making a car payment with that commission.
He said he doesn't sell the pen, he sells himself. He did.
I never said I needed a pen for signing sales contracts so you failed
Me: This pen was used by Leonardo DiCaprio in the wolf of wall street.
Exec: Sold!
basically Dont sell the product SELL the STORY!!!
That was actually a nice advice. Thx Hannibal, I think u helped me a lot.
you should be selling tripods...
fuck i got to get me that stupid pen i need it
"what? you're left handed?
perfect...because this is a left handed pen"
Great job, Chris. I believe you had the opportunity to "shut up" right before you brought in the customer bought 5 boxes. It's insignificant in the selling process. That went from perfectly executed asking questions to cheesiness. You know the old selling adage......
Thanks for the advice. Now, ill go back to my desk and apply what you said to the pen i already have.
Lyan Villacorta that is, in fact, a fantastic idea!
That is how we should all behave, Lyan.
Personally, I make a general point of never signing a contract in front of the sales person ... instead, I take their arguments away. This way I can think about how they can be applied to my situation. This gives clarity on how to best proceed.
The dynamic should always be that THEY don't want to lose out on YOUR business.
When I'm under 'sign now' pressure (fear of loss) ... I make a point of telling them I'm very interested and then insert a break... whether that be to order/chase up a coffee... or to go fetch something to illustrate our use case... because even just a few moments of uninterrupted thought can make a huge difference. The idea is to never allow any emotional fear of loss to govern a decision.
Usually with 'time limited offers' I usually avoid asking questions that confirm the limitation as this forces the salesman into a firm position. Instead I will typically point out that it is a shame ... if he'd come to me with this proposition a week from now I feel certain that we'd be in a position to do business 'at that price point'... perhaps with a view of its applicability to the organisation as a whole, rather than just this office.
It's amazing how often they manage to magically hold open their time limited offer XD
But only when you are not in immediate engagement can you properly evaluate, associate ideas, consider the wider market, and come up with a strategy.
So, typically, the second time I see a salesman I'm either already in or out or I have a firm counter-offer. I am then emotionally neutral and quite willing to walk away from the table.
Actually Agree, was into the pen, till Mr.jones had 5 boxes. Broke the illusion, didn't want them after that.
now, Try to sell me your camera man!
sum guy you're a hard man.....
Bravo 👏👏👏
Now I want the fucking pen!
If I were there, I would buy it
Lol. I love how people aren't getting the fact that it's not about the pen. It could be a stapler, a glass of water, or a keyboard. Really anything within eyesight of the interviewee. It's just a way of saying "sell me on your abilities". Great advice, thank you!
the best is the mic drop feeling at the end of your presentation, like if you have that mic drop feeling after your pitch, you have done something right
shaking camera intesifies
Very inspirational lesson. I have had a concept for magic shows that I do similar to what you have taught in this video. I'm glad to see it is a vital part of the shows you do, and that you wanted to share this magic with others to come. Much appreciated sir!
what if the guy remembers his pen? what will you say next? Thanks
hes probably not gonna refer to a specific one that he only uses for one special thing and if that is the case he wont really need this pen i guess ^^
This video really just opened up my mind, and the way I think when I want to sell to people who only see the big picture... thank you so much
identifying the needs of people and showing benefits......that's real marketing strategy
I'LL HAVE 10,000 PENS PLEASE.
So many holes to be poked in this.
Not really, he followed the secrets of some of the best businessmen in American history. It's easy for you to sit there and think of all kinds of ways to outsmart the pen salesman, but in the moment, you are going to be the same as everyone else. It's the human condition.
The point was that you're not selling a pen, you're selling yourself, your personality and ability to understand your client's needs. It's to be applied everywhere in life, not just this scenario. When you listen and understand what is needed, not necessarily what is wanted, and provide for that need, then you will always be seen and known as a reliable problem solver.
Beans and FRANKS, that was genius. I don't know if Hannibal is just that clever, or I'm just that simple, but I'm impressed. You, sir, have officially earned my subscription.
Does the cameraman have parkinsons? He can't keep still
Seems like this style of movement and random blurring is on purpose. Stops you from falling asleep and keeps you paying attention.
i like the pitch except the mr jones bought 5 boxes part why add a lie into the pitch?
+Danny Chen It isn't a lie. There's no need to lie during a pitch.
It could also just be an example of someone who sells pens ......
Science Of Persuasion specifically consensus: people look to the actions of others to determine their own.
what if this guy return that pen after a week.....i would do that..
He won't. He'll spend a week using the pen for signing the sales-contracts, and after that he will want to keep using the "special" pen to achieve that sense of accomplishment/replicate the exact detail of what he does.
I got this question on a interview before the movie
"Life is magic" is exactly right.
What if the client asks "Why this pen? Why can't I do the same with my own pens as a motivational object?"
Then comes the part when you strip, it will distract him so hard that the poor guy will forget his question and just buy the fucking pen.
This "you've got to sell yourself" stuff is reducing the world to shit.
you say if this pen was that significant enough you would have said it and remember it.
i am not selling an ordinary pen but the pen you want to sign qith when you finish the sell..
"sell yourself"
Let's be sell outs :)
Pen or Teller ?
You inspire me, thank you sir
i definitely want to start selling pens
You are what I strive to be as a magician. Thank you for being this inspiring
you sold me on the idea, but i'll pick up my own pen, not yours, not without research
i got chills bro! he totally sold me that pen!!!!
Nicely done, thank you for the inspiration!
great video!
fking coooool
+Vishal Kaushal hell yeah
RIP Bipod
sell them all to me NOW!
3:05 I sold myself to the devil, sorry
Wentzylvania ❤️❤️
I wish years ago when I had this question asked during a interview, I had seen this video first, I got the job, but I was just making random shit up about how it was better ink then the rest, ect ect....this video, was money....
Thank you!
Just found your videos, your humor is incredible, you made me laugh heartly. Thanks for that, and subscribed!
SIR.....thats really awesome....!
I don't think it's so cut and dry. But I agree with getting them talking.
Damn, let's sell some pens! ❤️
what are you telling me?
I just spent 2h on amazon to find THIS pen!!!
wiktoriode link?
I couldn't find it ....
I will fly to the United States to buy this pen
always be closing its never over till the ride home. that's what it's all about!
"Sell yourself"
prostitution at it's finest
😂
@@lightofheaven2930 🤣
@@lightofheaven2930 we are all prostitutes one way or another
Awesome advice!
Good video i payed pens a lot of attention and found my personal favorite Brandmark years ago its Pilot pens with very thin line and small bearing they sute my writing style best.
YEAH. Pilot pens are the fucking BEST.
So, ...clients want... PENS? :D
Damn!!
Key exactly what I thought when I saw you ;)
Guerrero_91 Awww thanks! 😘
nice
I need a new pen!
Here is a pen for $0.99, i suppose the most successful sellers are Walmart and Walgreens.
McDonald's is the most successful restaurant in the world ... does that make their food the best quality? Asking for a friend.
Meaning you can persuade me to buy a low quality pen by your polished quality of coercion. In McDonald's case it's taste over quality, most don't care what they eat, i have never been persuaded by McD's cashiers, they perform poorly in enticement, usually it is "would that be all?" but in effect it's still effective. What the fast food chain is good at is by using subconscious tricks to entice you, they use bright colors, red, yellow, this tricks the brain to make you hungry, also the use of certain aroma on food and drinks will make you go for more. Normal beef and fries when cooked at home don't have those pleasing aromas. So in conclusion you try to apply trickery in speech which is similar to McD's color trickery. What do you mean by "Asking for a friend."?
No, I'm pointing out that the exercise of selling an everyday object is to demonstrate simple sales technique. These techniques will then be applied to the salesperson's job of selling the quality product they really represent. In my particular case: myself. The video was specifically targeted at variety entertainers as an example of how to represent themselves, though this exercise is used fairly universally in sales training.
Mine isn't the only solution, of course, but it is strong and works well.
Isn't this the guy from the show Sliders? lol, jk.
do you mean the guy who plays gimli in lotr?
Sell me this UA-cam channel...You can't.
You can't afford it.
13k subs it's not worth much at all...so i am pretty sure he would be able too lol!
uhhh what if he already got a pen and brought it? what's the back up plan?
I assume you are missing the point on purpose?
Okay Cri lets say theres a statue of you, you try selling the statue of you to a guy, the guy already has a statue of you and its the same model and everything. Do you see the flaw in your question?
well i guess you guys r ryt. it's a silly question. its just that my point is i dnt knw how to recover if ever i encounter a situation where the person im trying to convince is somehow a smartass and tries to take the situation from me. well i guess this is just not my "forte" so to speak 😅😅😅 live on live on!
Cri what do the people at major stores do when you tell them you already have dish network?