Took a no like a champ, but I learned that as you unfold and educate in the situation you can gain more emotional parts/ problems to then use later on in the conversation as reinforcement to bring up/ reasons as to why they need to buy the red pen, also building report off the back end to then later down the line if they need a red pen they will come to you for the red pen. Also individualizing the pen to them, as the question came up 'Isn't it just like any other pen' but using a scenario/emotion to gain the narrative mind helped me in this situation.