Sell Me This Pen | SalesPreneur on Shark Tank
ROCKET YOUR SALES: 5 Proven Methods to Increase Your Sales Free PDF Guide! https://joepardo.com/rocket
Get your Super Entrepreneur hats and t-shirts over at https://ShopSuperJoe.com
Biz Coach, Super Joe Pardo reacts and gives his advice to the business SalesPreneur from Shark Tank Season 3 Episode 2.
Super Joe’s Book: “Sales Won’t Save Your Business” on Amazon with a foreword by Lee Cockerell, Former Disney World Exec.! https://joepardo.com/saleswont-amazon
Grow your profit for your business by working with Super Joe Pardo at https://SuperJoePardo.com
Learn to Launch, Grow, and Monetize Your Podcast! https://indiepodu.com
You should be using email to market your business! Try out AWeber for free: https://SuperJoePardo.com/aweber
Looking for a reliable website host? I’ve used Dreamhost for the last 7 years and has been very reliable and helpful! Check them out at https://SuperJoePardo.com/dreamhost
Check out SalesPreneur at https://www.youtube.com/user/thesalespreneur/featured
3926 Comments
Love these videos man
Thank you!! I really appreciate you King of Everything!
Thank you Miguel, I appreciate you! Welcome to the Super Community!!
Fun to watch. Liked your reactions!
Thank you Steve, glad you enjoyed it! Hope you are having a great week so far?
@Super Joe Pardo the best.
@Joe Pardo the best.
@@SuperJoePardo the best.
Barbara: I need tips to sell real estate better, but for that reason I’m out.
Lol right?? I appreciate you watching and commenting David!
Like to watch your vids. Michal from Czech Republic
I’m so happy to hear that!! I appreciate you Michal!
Mr. Marc Cuban is the GOAT!!! If I ever go to shark tank, I would love to work with him.
From the interviews I’ve done with businesses that have gotten deals, Mark is great partner who is super responsive! I appreciate you watching and commenting Meryem!
Haha this reminds me of the Alec Baldwin scene in Glengarry Glen Ross. It totally should be shown in classes and trainings. 🙂
It’s all about Attitude, homeboy’s attitude was whack
I remember this one. I’ve always kind of been stand off-ish with salesmen mainly when they have that pyramid scheme like personality where you can see right through them.
However, I have to agree about the pen being kind of a silly ask. At that point, because they say things like, I’m the best salesmen ever, and the other person says “sell me this pen”, there really is nothing the salesmen can say because they are just waiting to tell him that “you didn’t sell it”. I think the only thing to do when you’re put on the spot is make some kind of cheesy joke or like you said, a story behind the pen rather than the features.
This salesman came across as a primadonna, the attitude was crazy…$elling himself, there wasn’t any probing, why, what, where, when. He worked the room alright, & read the room wrong. Very disappointing, he had a wonderful oppertunity!?
Regarding the “Sell me this pen” scenario, I found an interview with Jordan Belfort, the person that Wolf of Wall Street was based on, that touches on this question:
“It’s sort of a trick question. Because when you say to a salesman, ‘Sell me this pen,’ you might find some will say to you, ‘This is a great pen, this pen writes upside down. It defies gravity, this pen is the cheapest pen on earth, this pen will never run out.’ They’ll say all the reasons the pen is good, they’ll start telling you the features, and the better ones will give you the benefits too. But that’s not what the real answer is.
“The real answer is, before I’m even going to sell a pen to anybody, I need to know about the person, I want to know what their needs are, what kind of pens do they use, do they use a pen? How often do they use a pen? Do they like to use a pen formally, to sign things, or use it in their everyday life? The first idea is that when you say ‘Sell me this pen,’ I want to hear [the salesman] ask me a question. ‘So tell me, how long have you been in the market for a pen?’ I want them to turn it around on me and start asking me questions to identify my needs, what I’m looking for. And if you do that, people don’t know what to do. Next thing, he is answering, and now I’m controlling the conversation, finding out exactly what he needs.”
Once I have that, I say, ‘You know, Bill, based on what you’ve just said to me, the pen I have here is the perfect fit. Let me tell you what it’s about…’ Then you can tell them about what you have, because you’re filling a need. Most average or newbie salespeople think that they’re supposed to sell you the pen, when a really seasoned salesperson will actually turn it into a qualifying session to find out what you need. That’s the truth of it. It’s like trying to sell someone a house and you don’t know if they’re in the market for a house, what kind of house they want, how many kids – so how can you sell someone a house? That’s the point.”
Thank you for this. It really changed my perspective of all this.
Mlst productive comment ive read here
Thank u very much for your comment
At the time had they made it into an app it could’ve been genius. Being the first sales help app would’ve been massive.
Absolutely could’ve been! But still has to execute properly and stay on top of it to keep it at the top. I appreciate you watching and commenting!
ANOTHER GREAT VIDEO & LESSON MARK CUBAN WAS SPOT ON.
I really didn’t like the way the sharks treated this guy. Whatever he said they would turn it around just to try and say he is not a good salesman. I worked in sales for 6 years and was really good at it, if I were in that guys place the only way to not lose would be to actually say that they were trying to make him fail. Cuban did that trick question because if he said yes to the 40% he would’ve said – oh so you’re not that good of a salesman because you didn’t stick to your valuation. Total garbage in my opinion. And in the end with the camera moment trying to act smart saying he taught a lesson.. The only lesson I learned was that you were in a position of power and belittled someone
22:20 0:05 Mark offered exactly what he asked for , he dodged the question and made such an arrogant reply that he’s good enough to sell . That moment he didn’t want to answer any more questions related to sales but this was about entrepreneurship he’s a good salesperson just not a good entrepreneur.
I feel like no one notice but this was never going to work to begin with because what he tried to sell is ‘his supposed to be secret formula’ on how to sell based on his confidence that he can sell anything to anyone, but he and Mark have fundamental difference in ideology about it.
The guy think he tried his best in accord to his own ideology to get the best offer possible and keep on selling while Mark think that is one of the biggest mistake done by sales people.
Knowing Mark, a successful billionaire, disagreeing with him and his ideology head on must put this guy into quite a shock and after he return home he might start questioning whether his ideology was wrong all along.
It certainly was painful to watch, and you make some great points. I appreciate you watching, commenting and being a part of the Super Community!! Glad you are enjoying it! 🙂
10:10 The “Sell me this pen” thing is an unfair trap. Nobody needs another pen, everybody has them. So its easy to tell the person to piss off. The key to selling is finding out what a customer needs/wants and then being able to provide that thing.
I wouldn’t have given it back and ignored him. Then when he asked for it back I would have agreed to sell it back for $500. It was already his pen before he passed it for sale…
@Ciaran Farrell That would’ve been clever.
@@ciaranfarrell1362 That would’ve been clever.
He should never have attempted to sell him the pen. Dave did come off as a guy who could sell anything to anyone and he was tops in sales as an employee, so the sharks saw that as a way to test him. He failed the test. He should have had a website and a better system in place with proven demand for his system and it would have been an easier sell. The issue in that niche is there are so many sales systems and the water is muddy in that space too. For 90k at 40 percent he was selling himself short! 90k at 20 percent and accept 25 percent would be the winning deal.
HAHAHA!
Makes no sense..Mark Cuban a billionaire gives you the exact ask and u go to Barbara who rarely does deals…what a dope!! Now out of business.. who knows what may have happened if he accepted Marks deal..SALE= CLOSE CLOSE CLOSE MENTALITY
That is a classic pitfall of thinking the grass is always greener on the other side (other side of getting more offers). I really wish I could watch the entirety of the pitches without them being edited and react to those. I appreciate you John!
@Super Joe Pardo he didnt CLOSE..whole objective in Sales is to close deals..sometimes these salesmen think they are so great and grandious that they can continue to pitch the product to upsell etc instead of closing a definitive deal with ease..Mark knew this guy wouldnt close…he was right..problem with some salesmen are they continue to go on and on instead of just going into close with confidence and no hesitation…they keep trying to sell something that sells itself..I did sales.ex.guy had credit card for 15% interest, we had preapproved card for 5%. I told him benefits of card and said would u rather pay 50 in interest or 10 in interest per month if u carry a balance..99% said 10 of course..simplify the sale…so they understand…the very small percent who said no to card were ones that had that card for years and very hesitant to any change!
@Joe Pardo he didnt CLOSE..whole objective in Sales is to close deals..sometimes these salesmen think they are so great and grandious that they can continue to pitch the product to upsell etc instead of closing a definitive deal with ease..Mark knew this guy wouldnt close…he was right..problem with some salesmen are they continue to go on and on instead of just going into close with confidence and no hesitation…they keep trying to sell something that sells itself..I did sales.ex.guy had credit card for 15% interest, we had preapproved card for 5%. I told him benefits of card and said would u rather pay 50 in interest or 10 in interest per month if u carry a balance..99% said 10 of course..simplify the sale…so they understand…the very small percent who said no to card were ones that had that card for years and very hesitant to any change!
@@SuperJoePardo he didnt CLOSE..whole objective in Sales is to close deals..sometimes these salesmen think they are so great and grandious that they can continue to pitch the product to upsell etc instead of closing a definitive deal with ease..Mark knew this guy wouldnt close…he was right..problem with some salesmen are they continue to go on and on instead of just going into close with confidence and no hesitation…they keep trying to sell something that sells itself..I did sales.ex.guy had credit card for 15% interest, we had preapproved card for 5%. I told him benefits of card and said would u rather pay 50 in interest or 10 in interest per month if u carry a balance..99% said 10 of course..simplify the sale…so they understand…the very small percent who said no to card were ones that had that card for years and very hesitant to any change!
@John Garcia 100% spot on! ABC and ABS. Always be closing. Always be simplifying. 🙂
@@johngarcia5396 100% spot on! ABC and ABS. Always be closing. Always be simplifying. 🙂
This guy is a salesman..Mark Cuban didnt clown him at all!!! I have done sales but not at this level but if someone said will you take the offer if I offer it to you…you close them!!! That means they are more interested than not…go in for the close!!! He may have tested him but whole objective of great sales people is to overcome objectives, communicate needs and benefits of product/services and how you as an individual can benefit from product so u can have that personal tie in for that individuals need..but “if”….means CLOSE..Mark was very assertive on what he said..guy just had to say yes..he didnt close…ALL HIS FAULT! Mark did exactly what he thought this guy would do and told him after..great salesman close! Mark felt this guy wouldnt and he did exactly what Mark anticipated…all the guys fault 1000%.
@John Garcia …yes your breakdown of what /who a salesman is, was great. But in my opinion, Mark was had it out for this dude from the beginning. Quite honestly just about all of them. You could see it in their faces… they don’t like overly confident people. And because of the SUPER confident claims he presented about his program, they were calling his bluff and being aggressive to trip him up. And that’s EXACTLY what Mark did!! If he was interested he should have just made an offer…. you can clearly see the psychology behind his actions. As I said before, Mark knew he was prideful and didn’t want to look desperate and JUMP, just because he said “if”…. (IF) is not an offer! And there was nothing wrong with asking if someone else was I retested because Mark CERTAINLY make it abundantly clear that he was interested. His whole intent was to make a fool out of him, if u ask me. And the “sell me this pen” crap that Daymond pulled, holds no validity either. He was out to get him as well. Seems like they all were unnerved by the confidence in his product. He handled himself quite well though!!
@John Garcia …yes your breakdown of what /who a salesman is, was great. But in my opinion, Mark was had it out for this dude from the beginning. Quite honestly just about all of them. You could see it in their faces… they don’t like overly confident people. And because of the SUPER confident claims he presented about his program, they were calling his bluff and being aggressive to trip him up. And that’s EXACTLY what Mark did!! If he was interested he should have just made an offer…. you can clearly see the psychology behind his actions. As I said before, Mark knew he was prideful and didn’t want to look desperate and JUMP, just because he said “if”…. (IF) is not an offer! And there was nothing wrong with asking if someone else was I interested because Mark CERTAINLY made it abundantly clear that he wasn’t. His whole intent was to make a fool out of him, if u ask me. And the “sell me this pen” crap that Daymond pulled, holds no validity either. He was out to get him as well. Seems like they all were unnerved by his confidence. He handled himself quite well though!!
@@johngarcia5396 …yes your breakdown of what /who a salesman is, was great. But in my opinion, Mark was had it out for this dude from the beginning. Quite honestly just about all of them. You could see it in their faces… they don’t like overly confident people. And because of the SUPER confident claims he presented about his program, they were calling his bluff and being aggressive to trip him up. And that’s EXACTLY what Mark did!! If he was interested he should have just made an offer…. you can clearly see the psychology behind his actions. As I said before, Mark knew he was prideful and didn’t want to look desperate and JUMP, just because he said “if”…. (IF) is not an offer! And there was nothing wrong with asking if someone else was I interested because Mark CERTAINLY made it abundantly clear that he wasn’t. His whole intent was to make a fool out of him, if u ask me. And the “sell me this pen” crap that Daymond pulled, holds no validity either. He was out to get him as well. Seems like they all were unnerved by his confidence. He handled himself quite well though!!
Expert sales professional???? You couldn’t sell a pen, I suggest you go back to school and get your money back.
I appreciate you watching and commenting Walter!
Lol, honestly setting yourself up as “I can sell anyone anything” is likely to make people take up the challenge. You can tell that they wanted to shoot down his arrogance.
I couldn’t agree more!! I appreciate you watching and commenting!
Exactly my thoughts.
Saying you can sell anyone anything is essentially saying you are smarter than everyone and you can trick people into buying things they wouldn’t otherwise. Most people want to own their decisions and see themselves as independent thinkers who are not easily influenced – specially sharks.
He set a trap for himself because he was kind of ridiculing the buyers by making that claim. So if the sharks bought into his business it would reflect badly on them, like the salesguy outsmarted them.
It’s a catch 22. It’s a good claim to promote himself but terrible way to actually sell himself to others because people he makes his buyers look bad.
The entrepreneur was clueless or he might’ve told him to stick the pen somewhere. Obviously, the pen thing was meant to embarrass the ‘guest’ to the Tank. It’s a real struggle for the show to separate being Applicants to Supplicants(begging for money).
Could you get Fred Lam very curious about that fellow
I could reach out to him. I appreciate you asking!
@Super Joe Pardo it would be awesome love your videos man
@Joe Pardo it would be awesome love your videos man
@@SuperJoePardo it would be awesome love your videos man
@Paradise Living Thank you 🙂
@@paradiseliving271 Thank you 🙂
That sales person got roasted and spit back out.
bad business partner for anyone. he’s going to rub a lot of people the wrong way. he do know the difference between projecting confidence vs arrogance.
This guy is a terrible salesperson a.k.a. a sales fuckboy. Wolf of wall street showed us how, supply and demand baby!!!
Omg he originally asked for the same thing Mark offered looking at the shorts I was like why 40 for 90k …but it wasn’t Mark’s negotiation it was original ask from him smh seriously
the sell me this pen act is so cliche and overused. and the person initiating it can always just say they aren’t impressed. that said, the salespreneur guy sounded so arrogant for only having a few printed manuals. if he came in there with a history of seminar sales and more accounts, perhaps he could justify his proposition.
That was spot on what you said about selling the pen. I think I would have took an angle that never said the word “pen,” something like:
“This unique, highly coveted commodity, can inscribe on multiple surfaces with precision and accuracy. Not only is it designed to conveniently fit in your suit pocket, but this beauty has been proven to cater to you for any occasion, 365 days a year, guaranteed. Another unique quality is that it can actually tailor to its individual owner, or more importantly, you. How? Let’s just say from your first day of purchase you’ll render your new elegant writing assistant invaluable!” Our exclusive special is $99.95, and you can try before you buy today.”
BTW It’s hard to be put on the spot, and that kind of pitch was a bold one to pitch to the sharks at any rate. He put himself in an immediate pit for them to critically judge, which he knew, so he gets props for that. JP, I know you can tweak my generic pen-pitch much better if you wanted to!
IMO the focus shouldnt be the pen at all, it should be need-finding and you definitely need to be a quick thinker. I interviewed for a job and through conversation found out that the hiring manager was looking to get some concrete landscaping done (i mentioned I built a deck earlier and the convo went on from there). Anyways she asked me to sell a pen and I immediately asked more questions about the landscaping, told her I knew the owner of a really good landscaping company and said she’ll need to buy the pen to write down his number, boom I got the job
Why pitch if you haven’t qualified them lol
@@sunnys7645 Good point. That WAS an awesome way to do it! Congrats to that
@@Domz-nu8bu haha. true!
Sad to see how they behave with him
I just wanted to watch the sharks. Instead, ended up skipping through rambling by the super entrepreneur
@Joe Pardo Happy New Year to you too. Honest feedback if you care: anything like this usually has a title that indicates the video is a reaction to the actual event. What you chose feels clickbaity.
@@SuperJoePardo Happy New Year to you too. Honest feedback if you care: anything like this usually has a title that indicates the video is a reaction to the actual event. What you chose feels clickbaity.
Thank you. I appreciate your perspective, but I get a “clickbaity comment” once every couple of months. My channel growing rapidly and have you remember there is the Youtube Copyright System. So playing the video solo severely limits who would be able to see it. And I do play the entirety of the shark tank video within my video.
This is a business education channel first and foremost. And many of the Shark Tank entrepreneurs have come on my show for interviews after watching my videos. You can find them at the top of my homepage for the channel.
Again, I do appreciate you Navneet and no plans to change how I operate my channel. Because when I got started, I did include my face on the thumbnail, wrote the word “reaction” in the title and guess what happened? I’d still get people who complained and little growth.
@Joe Pardo You will have people complain, no matter what you say or do. Each person will complain for different reasons, because each person has their own perspective. My perspective is that the title is clickbaity because I had to open the video first to realize I see more of your reaction than the actual video itself. Doesn’t mean you stop doing what you are doing – if I like, I will thumbs up, if I don’t, I will thumbs down. That’s just how social media is.
@@SuperJoePardo You will have people complain, no matter what you say or do. Each person will complain for different reasons, because each person has their own perspective. My perspective is that the title is clickbaity because I had to open the video first to realize I see more of your reaction than the actual video itself. Doesn’t mean you stop doing what you are doing – if I like, I will thumbs up, if I don’t, I will thumbs down. That’s just how social media is.
As a salesman for decades, canned sales lines sound scripted and insincere. As a salesman you need to adapt your own style because what works for someone else, might not work for you.
Couldn’t agree more! I appreciate you watching and commenting Kanti!
Daymond is such a dumb shark.
judging by his short story and how he projects himself is like he was a kid with a great inclination towards business at a very young age and his parents just praised the cuteness over and over and gave him over confidence without actually giving him the opportunity to learn the right way to do it. He is just a robot that follows a script that in some way he learned. Also, everything about this is very very similar to pyramid scheme business and he talks just like one of them
I feel like no one notice but this was never going to work to begin with because what he tried to sell is ‘his supposed to be secret formula’ on how to sell based on his confidence that he can sell anything to anyone, but he and Mark have fundamental difference in ideology about it.
The guy think he tried his best in accord to his own ideology to get the best offer possible and keep on selling while Mark think that is one of the biggest mistake done by selling people.
Knowing Mark, a successful billionaire, disagreeing with him and his ideology head on must put this guy into quite a shock and after he return home he might start questioning whether his ideology was wrong all along.
Wolf of Wall Street sell me this pen metaphor is the best line ever . It’s about supply and demand .
Overall good material, your arguments are interesting, however…
IMHO, I think you could improve the way you speak. Speak your idea more clear and with conviction.
I strongly agree with shark who said that it’s too far from selling his knowledge to selling mobile app.
If he would like to say about mobile app he probably should be at least one step ahead.
I appreciate you watching and commenting Mateusz. These videos are shot in real time with one take and not edited to maintain authenticity. Especially in 2011, there is a huge barrier to entry going form information to an app. I agree, he needs to have a developer and the ball rolling, especially that early in the mobile app development world.
You talk to moderator! Stfu!
I appreciate you watching and commenting MAD Creator.
Huh, weird that I would say that. I had watched the first 6 seasons back in 2014 after I left my family’s business. But around Season 10 I stopped watching regularly, up until I started doing this channel. Though I don’t watch much in the way of TV shows. Mostly movies for me.
I felt he made exactly two errors. First, saying “ink a deal” sounds unprofessional. Second, he should’ve said yes to Cuban right away, as he offered him what he asked for. Who cares about selling the pen, that was ignorant of Daymon IMO.
My favorite variation of “sell me this pen” is by a magician called Hannibal (it’s here on this site). It’s about matching what the customor needs by asking questions and listening, not about glorifing the pen itself
His starting valuation gave him no wiggle room lol that’s probably why they shit on him
If I ever go into any type of business as a customer and my sales person is like this… i fucking leave. This is the most annoying type of sales person on the planet
I love the G2 10’s.
I appreciate you watching and commenting Jon! Glad I’m not alone in my G2 fandom!
He dropped the ball. Mark was giving him what he wanted. He should have said yes and be done. When it comes to sales key things are 1. Find the need and work on the relationship. 2. Must build trust with you client. Sales has always deals with money and people won’t give you money if they do not trust you.
The pen thing is pretty simple in concept, it promotes questions. What do you look for in a pen? Do you actually need a pen? The last question opens the door to other options. It’s the 21st century what do you need a pen for? Let me show you a different product that makes your pen look prehistoric. Got to be careful with the pen kill comment as if it’s a family heirloom then you’ve just insulted your potential client.
Questions are key and king in any sale. You must understand your client and their needs. So ask questions
Those investors are nasty people. The guy is right. Sometimes, deals can change, so as a salesman, he did his part. They just wanted to sink him because they knew he’s said that he could sell anything.
He said he can sell anything to anyone, but he can’t sell his company to Mark Cuban.
Tbh, I’m pretty sure Mark Cuban did that just to test. Even he say yes, Mark can also say ” You passed the test, you’re good sales man, but I’m out “
If he’s the best salesman of all time why is he seeking capital from shark Tank?
I literally skipped through your whole reaction and commentary to this I just wanted to see the video.
I appreciate you Yakub. This is a business education channel.
Boring orations
I appreciate you Don. This is a business education channel.
This guy comes across as a total scammer. Really fake. Also I know this was shot a while ago but his system looks so crappy. The font, etc. looks like an infomercial product you see back in the day at 3am.
first rule during “sell me this pen” ask the person to write something if they don’t have a pen, sell. if they already have a pen that’s where your sales skills come into play! make yours look better and make them buy yours.