1. store info of the pen not being memorable (can use that later as per the transcript)
2. Ask for what typical activities they use a pen for. Then try and describe back to them why the pen is important based on those events. If they respond 'I don't really use a pen much'....well that might be a little harder :)
Overall an interesting transcript. I haven't studied sales much so not sure about the theory behind it all but the example seems very good. Though I'm sure there's other ways to succeed at the task without necessarily following the OP's principles exactly.
1. store info of the pen not being memorable (can use that later as per the transcript)
2. Ask for what typical activities they use a pen for. Then try and describe back to them why the pen is important based on those events. If they respond 'I don't really use a pen much'....well that might be a little harder :)
Overall an interesting transcript. I haven't studied sales much so not sure about the theory behind it all but the example seems very good. Though I'm sure there's other ways to succeed at the task without necessarily following the OP's principles exactly.