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So let me tell you what that  whole exercise really stands for. 

So the whole, “sell me this  pen”, narrative is really, 

it's a test that you give to a salesman to see if they really understand what  

selling is all about. If you ask someone  

who is not a professional salesman, who doesn't have the right instincts, 

they'll start actually trying to sell you a pen. “This pen is great, this pen writes upside down, 

it's the best value for its  money, is the best ever,  

buy this pen”. He does that thing.

I have one question and I'm  a huge fan of your film, 

so this just comes quite naturally. Can you please sell me this pen? 

So let me tell you what that  whole exercise really stands for. 

So the whole, “sell me this  pen”, narrative is really, 

it's a test that you give to a salesman to see if they really understand what  

selling is all about. If you ask someone  

who is not a professional salesman, who doesn't have the right instincts, 

they'll start actually trying to sell you a pen. “This pen is great, this pen writes upside down, 

it's the best value for its  money, is the best ever,  

buy this pen”. He does that thing. 

The only one rational thing you could do when someone says, “sell me this pen”, 

and that is to start asking them questions. So tell me, 

“how long you've been in the market for a pen?” “What type of pens have you used in the past? 


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