Everyone thinks they know how to “sell the pen.”
They’ve seen The Wolf of Wall Street. They’ve watched DiCaprio slide that silver pen across the table with a smirk that could sell oxygen to a fish. And ever since, sales trainers around the world have used that line to test rookies:
“Sell me this pen.”
Cue the nervous laughter. The candidate straightens their tie, clears their throat, and begins to describe how “sleek” the pen is. They talk about its ink quality, its grip, its brand name. They list features. They try to sound confident.
And nine times out of ten — they fail.
Because the point of the exercise isn’t the pen.
It’s the psychology. The mindset. The human connection hiding behind that simple line.
“People don’t buy products. They buy better versions of themselves.”
— Nicolas Cole
Most salespeople get it wrong because they focus on the product. The great ones get it right because they focus on the person.
So, let’s decode what this legendary line really teaches — not about selling, but about understanding, influence, and the art of making someone want what you have.
1. The Real Test Isn’t About the Pen — It’s About You
The first thing people misunderstand about this challenge is the question itself. When someone says “Sell me this pen,” they’re not asking you to describe the pen.
They’re testing your ability to create demand out of thin air.
You see, in real life, no one wakes up saying, “I need a pen right now.” Just like no one wakes up saying, “I need your product.”
Your job as a salesperson — or a human being trying to influence — isn’t to push your product harder. It’s to make people realize why it matters in their world.
“To sell effectively, you must first learn to listen more than you speak.”
— Peter Drucker
That starts with curiosity, not confidence.
The best answer doesn’t begin with a sales pitch. It begins with a question:
“When was the last time you used a pen?”
Suddenly, you’ve shifted the focus from the product to the person. You’ve opened a conversation instead of closing one.
Because selling, at its core, is not about talking — it’s about understanding.
2. The Pen Isn’t the Product — The Person Is
Every salesperson wants to talk about the thing they’re selling — the specs, the features, the “why we’re better.”
But people don’t buy pens. They buy meaning.
When you say “sell me this pen,” you’re really saying: “Show me you understand my needs before I even tell you what they are.”
Think about it — if your prospect is a CEO signing million-dollar deals, that pen isn’t ink and metal. It’s status. It’s certainty. It’s the power to make decisions that change lives.
“You don’t sell the pen. You sell the story that makes someone need it.”
— Anonymous
If your prospect is a student, that same pen might represent potential. A tool to write the story of their future.
That’s the genius of sales psychology — the product is always the same, but the reason people buy it changes.
When you start speaking to that emotional reason, you stop being a salesperson — and start being a storyteller.
3. The Interview Trap: Why Everyone Fails the First Time
Let’s be honest — most people bomb this question in interviews.
They panic. Their brain screams, “Say something smart!” And they start pitching like a late-night infomercial.
“The pen is smooth!” “It’s made with titanium ink!” “It’s ergonomic!”
Meanwhile, the interviewer is silently thinking, you missed it.
Because in that moment, you weren’t selling the pen. You were trying to prove yourself.
“The most powerful person in any room is the one asking the questions.”
— Tony Robbins
Here’s the paradox: The moment you try to impress, you lose influence.
Great salespeople don’t chase approval. They guide attention. They know how to stay calm, how to shift the frame, how to make the other person feel important.
So, when asked, “Sell me this pen,” the real pros pause, smile, and say:
“Before I do — tell me what kind of pens you usually use.”
Boom. You just flipped the power dynamic. You’re no longer on trial. You’re running the conversation.
4. Selling Is a Mirror, Not a Megaphone
If you want to know how good someone is at selling, listen to how much they talk about themselves.
The rookie makes the sale about their product. The professional makes it about the customer. The master makes it about the identity of the customer.
People don’t buy because of logic — they buy because of how it makes them feel. The pen isn’t about writing. It’s about expression, identity, pride, control.
“The goal is not to sell what you have, but to help people buy what they need.”
— Zig Ziglar
A good salesperson doesn’t convince. They reflect.
They listen until the customer starts describing what they want — and then they reflect that desire back to them through their product.
This is why selling feels manipulative when done wrong — because it’s one-sided. But when it’s done right, it feels natural. It feels like alignment.
5. Why Mindset Beats Technique Every Time
Let’s talk about mindset — the part 99% of salespeople skip.
You can memorize scripts, objection handlers, and closing lines all day. But if you don’t believe in what you’re selling — or worse, if you don’t believe in yourself — none of it works.
That’s why two people can say the exact same sentence and get totally different results. One sounds magnetic. The other sounds desperate.
It’s not the words. It’s the energy.
“Confidence isn’t selling harder. It’s believing deeper.”
— Nicolas Cole
People can feel when you’re chasing the sale versus when you’re aligned with purpose.
When your mindset is right, selling stops being manipulation and becomes service. You’re not forcing someone to buy. You’re helping them see what’s already in front of them.
The truth is, Sell me this pen is never about the pen. It’s about whether your mindset creates trust or tension.
6. How Great Salespeople Redefine the Game
The best salespeople don’t see selling as a job — they see it as a conversation about change.
They don’t pitch. They provoke thought. They don’t convince. They connect. They don’t sell the pen — they sell the future the pen represents.
One rep I coached once said, “We prevent data breaches.” I told him, “That’s what your software does. Tell me what it means.”
He paused. Then said, “We protect our clients’ peace of mind.”
“You don’t sell what you do. You sell what people become by working with you.”
— Simon Sinek
His close rate doubled.
That’s the shift — from features to feelings. From transaction to transformation.
When you get this, you stop trying to out-sell others — and start out-understanding them.
7. The Real Lesson: You’re Always Selling
Whether you’re interviewing for a job, pitching investors, or asking someone on a date — you’re always selling.
Not in a sleazy, pushy way. But in the sense that you’re always communicating value. You’re always telling the world: Here’s who I am. Here’s why it matters.
So when someone says, “Sell me this pen,” what they’re really saying is: “Show me how well you understand people.”
And maybe — “Show me how well you understand yourself.”
“Everything in life is sales. Everything you want is a negotiation.” — Christopher Voss
Once you see that, every conversation becomes an opportunity to connect, influence, and grow.
Because it’s never about the pen. It’s about the person you become while trying to sell it.
8. How to Answer “Sell Me This Pen” in an Interview (Step-by-Step)
Now that you understand the mindset behind the question, let’s get practical.
What should you actually say when the interviewer slides that imaginary pen toward you and says, “Sell me this pen”?
“If you understand the process, you can sell anything — even a pen.”
— Richard McMunn
Let’s borrow from one of the best explanations out there — by Richard McMunn, a job interview expert who has helped thousands of candidates crush this question. His approach is simple, structured, and most importantly, psychologically smart.
Here’s his 3-step formula to nail the answer every time:
Step 1: Start With Curiosity — Ask Questions
Most candidates fail because they start talking too soon.
Instead, take control of the conversation by asking smart, need-based questions like:
- “How long have you been in the market for a new pen?”
- “What will you mainly use it for — business, personal writing, or signing documents?”
- “Have you had any issues with your current pen?”
- “What kind of budget do you usually have for pens?”
You’re not being nosy — you’re diagnosing before prescribing.
This step instantly sets you apart because it shows that you understand the sales process — not just the script.
“Selling is not telling. Selling is understanding.” — Zig Ziglar
Step 2: Get Permission to Pitch
Once you’ve listened carefully and understood their needs, transition with something like:
“Based on what you’ve shared, may I tell you a bit about this pen and how it might help?”
This line does two things at once — it shows respect and confidence.
You’re not forcing the pitch; you’re inviting the buyer (or interviewer) into the conversation.
It’s subtle, but it communicates emotional intelligence — a trait every hiring manager loves.
“The smartest way to lead is by permission, not pressure.” — Nicolas Cole
Step 3: Present the Benefits — Not the Features
Now you deliver your pitch. But remember: benefits first, features second.
For example:
“This pen has a smooth flow, which means when you’re signing contracts or writing notes, your thoughts translate effortlessly onto paper. It’s reliable, elegant, and built for people who make decisions that matter.”
See what happened there? You didn’t sell ink and plastic. You sold identity and confidence.
The interviewer isn’t thinking, ‘That’s a nice pen.’
They’re thinking, ‘That’s me — a decisive person who values reliability.’
That’s what every great salesperson understands: you’re not selling the pen — you’re selling who they become when they use it.
“People buy emotionally and justify logically.” — Daniel Kahneman
Bonus Tip: Close With Purpose
Finally, if you really want to impress, end your answer like this:
“Would you like to try it and see how it feels in your hand?”
That’s confidence. That’s calm control.
You’ve just guided the entire interaction — not by force, but by understanding.
“The close is easy when the conversation feels natural.” — Richard McMunn
Final Thoughts: The Sale Starts in Your Mind
The companies breaking records this year aren’t the ones with the flashiest tech stacks. They’re the ones who realized that mindset is the ultimate competitive advantage.
So before you memorize another pitch or chase another trend, pause and remind yourself: The next big breakthrough won’t happen in your CRM — it’ll happen in your head.
“You can’t sell anything until you first believe in yourself.”
— Grant Cardone
If you’re ready to shift from pressure to purpose, from selling to serving — start with your mindset.
Because once you sell yourself on your own value, everything else becomes easy.
If this resonated with you, don’t just keep reading about mindset — start training it. Join Mindset Boosters, where we turn big ideas into daily habits that grow your confidence, focus, and income.
Because once your mind levels up, your results follow. Always.