Sell Me This Pen And Other Sales Tactics

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sales tactics

Sell Me This Pen And Other Sales Tactics

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“Sell me this pen,” is a line from the movie, Wolf of Wall Street (2013), starring Leonardo DiCaprio. If you haven’t seen it, I am happy to recommend it. What sales tactics are you using? We all sell, right?

Sell Me

Our telephone rings with an unknown caller appearing on the display, many will skip it.

An unsolicited or unknown email appears in our Inbox and we may just delete it.

A letter arrives in our postal system mail (snail mail) and when we don’t recognized it we may just pitch it in the trash.

On the other hand, we are often known as a society that loves to buy things. Many get direct deposits to their bank accounts from their employer, and likely just as many or more have automated bill pay for home utilities, loans, and other conveniences.

Buying Addicts

There are people who we may suggest are addicted to Amazon, Ebay, or their local shopping venues. It is easy to spend, and for some, it is an enjoyable experience.

If we like to buy, why are we so put off by the telephone calls, email messages, and letters?

For many, it may be that they are not comfortable with persuasive selling. It is the selling process that we’ve become adverse to because of snarky telemarketers, pressure to add a dollar for charity, or to get thirteen records for a penny when you commit to buying one a month at full price for a year (circa late 1970s or early 1980s).

Do we like to buy, shop, and spend our money? Of course, many people do, the difference is the sales process. When we feel pushed, we sense, “this will benefit them more than me,” and we often refuse the offer.

Sales Tactics

What if it were sold it differently? What if we were sold something that answered all the questions (Alexa, Google Home), and helped you achieve your goals, or made you look and feel great?

It seems to me that persuasive selling is worn out.

If so, success then must come from offering to help, not asking someone to buy.


Dennis E. Gilbert is a business consultant, speaker (CSPTM), and corporate trainer that specializes in helping businesses and individuals accelerate their leadership, their team, and their success. He is a five-time author and some of his work includes, #CustServ The Customer Service Culture, and Forgotten Respect, Navigating A Multigenerational Workforce. Reach him through his website at or by calling +1 646.546.5553.

Dennis Gilbert on Google+

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Mike Drawbaugh

January 30, 2018at 5:53 am

Spot on as usual, Dennis. A consultative approach in which we ask open ended questions will get us into the position of providing a solution for a need. Hence, no pushing to get a sale.

    Dennis Gilbert

    January 30, 2018at 6:25 am

    Thanks Mike! Things are definitely shifting, for buyers and sellers.

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