Nathaniel Thiele

A Pen

 Sell the pen. Ask me questions. 

The Four Ws and a H

• What?
• Why?
• When?
• How?
• Where?

Pen’s metaphor

Pens are a metaphor. Pens have options. Most products aren’t popular. To achieve synergy, they need a guide.

Guides

Salespeople guide. Fit your needs. This streamlines your problems and limits wide options. Value creation comes to be.

Sunglasses

I sell sunglasses. People have different needs for the sunglasses they buy. Customers are finicky. The sunglasses must meet the needs of the customer.

 Ask Questions

Why do they use sunglasses? Meet their needs. Fulfill or forget. The goal of a salesperson isn’t always to sell, but sometimes to direct and can gain the trust of a customer.

Providing other options

Can’t provide, direct. Not every customer will buy your product.  Cut your losses and reject them. Distinguishing between a qualified lead and a non-qualified lead is important. Make sure a customer is worth it. 

Customer Demographic

 Target audience. Who do you sell to? Everyone has needs. Direct them to the need. Rigid or flexible?

Pen Wrap up

Wondering is key to excellent wording. Words sell. Selling a pen helps a salesperson learn the questions to sell a product.