Sell me this pen!

pexels-photo-261450 penI thought this an amazing example of establishing need for a product. Spoiler alert. In the Wolf of Wall Street, DiCaprio asks someone to sell him a pen. The person answering takes the pen and asks DiCaprio to write down his name. This created a need, albeit somewhat artificial.

During an interview, you might be asked a similar type of question. Some people simply discuss the value attributes of the pen. Shiny, easy to hold. Others ask questions as to what the interviewer might look for in a pen. What did they like about the last pen they had? Others identify a problem, as above, and show how the pen solves the problem. The solution based approach.

There appears to be one more step beyond that. In Shiller’s book, Narrative Economics, he discusses how the first solution based approach is analytic self-referencing. Why you need the pen to write your name. He suggests a narrative self-referencing and narrative transportation approach. This suggests telling the interviewer to imagine themselves taking this pen and signing a multi-billion dollar contract.

Perhaps a bit delusional, but impactful all the same.

A suggestion to raise yourself above the pack.

#management #personaldevelopment #business #leader #innovation #marketing

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