Sell Me This Pen (The Right Way)
If I handed you a pen right now and said, sell me this pen, what would you do? Most people make the same mistake. They start selling the pen. It's smooth, it's durable, it's got a nice grip. But here's the thing, nobody cares about the pen. Sales isn't about the product, it's about the problem. Smart entrepreneurs don't sell objects, they sell solutions. So instead of pitching features, they ask the right questions. Questions like, when was the last time you needed a pen, but didn't have one? Or ever needed to leave a note, but had nothing to write with? Or she says, here's my number, but your phone is dead.
Now what? Do you see the shift? Now the buyer realizes the problem on their own. They feel the need without you pushing anything. The best salespeople don't force products on people who don't need them. They find the need and fill it. Master this and you won't just sell more, you'll sell effortlessly.
Sell Me This Pen (The Right Way)
If I handed you a pen right now and said, sell me this pen, what would you do? Most people make the same mistake. They start selling the pen. It's smooth, it's durable, it's got a nice grip. But here's the thing, nobody cares about the pen. Sales isn't about the product, it's about the problem. Smart entrepreneurs don't sell objects, they sell solutions. So instead of pitching features, they ask the right questions. Questions like, when was the last time you needed a pen, but didn't have one? Or ever needed to leave a note, but had nothing to write with? Or she says, here's my number, but your phone is dead.
Now what? Do you see the shift? Now the buyer realizes the problem on their own. They feel the need without you pushing anything. The best salespeople don't force products on people who don't need them. They find the need and fill it. Master this and you won't just sell more, you'll sell effortlessly.
The TikTok video titled “Sell Me This Pen (The Right Way)” by Adam Erhart went viral because it delivers a timeless sales lesson in a way that’s instantly relatable, psychologically sharp, and practically useful — all in under a minute. The video starts with a classic prompt used in interviews and sales training: “Sell me this pen.” Erhart immediately points out the common mistake most people make — they jump into listing features like the pen’s grip, durability, or smoothness. But, as he emphasizes, sales isn’t about the product — it’s about the problem.
The video shifts gears when Erhart reframes the situation. Instead of selling the pen itself, he walks through how the best entrepreneurs and salespeople ask contextual, need-oriented questions: When was the last time you needed a pen but didn’t have one? What if you had to leave a note and had nothing to write with? What if someone gave you their number, but your phone was dead? With these examples, he demonstrates how effective sales is less about pushing a product and more about helping someone realize their own need. The buyer then connects emotionally and logically to the solution, without feeling pressured.
The virality of the video comes from multiple factors. First, the pen-selling scenario is a classic — familiar to entrepreneurs, job seekers, and salespeople alike — making it immediately engaging. Second, the advice feels instantly applicable to a wide range of industries, from personal branding to tech, coaching, or retail. Third, the pacing and tone are spot-on: Erhart speaks clearly, confidently, and with a hint of storytelling flair, which makes the lesson stick.
At its core, the video resonates because it redefines selling in a way that feels less manipulative and more human. Instead of learning how to talk, the viewer learns how to listen and ask better questions, which is a refreshing counterpoint to the often aggressive sales tactics seen online. It appeals both to beginners and experienced professionals looking to refine their approach.
In summary, this TikTok went viral because it takes a well-known question and flips it on its head, delivering a memorable insight: stop selling products — start revealing problems. That clarity, usefulness, and subtle emotional pull is exactly what makes content resonate, convert, and get shared.
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