?注意事項(xiàng)：?

1. 不用擔(dān)心自己的推銷不夠耳目一新，不要停留在糾結(jié)商品屬性上，而是采用其他的角度

和突破口推銷，抑或是挖掘消費(fèi)者需求，整個(gè)過程有思路和框架便可?

2. 最好不要試圖介紹筆本身的特點(diǎn)達(dá)到推銷目的，而是換位思考，發(fā)掘客戶的需求?

3. 在這個(gè)過程中要展現(xiàn)自己清晰的引導(dǎo)思路和框架

?建議結(jié)構(gòu)：?

詢問+賦值+筆本身

PART1? 詢問?

提示：

1.可以獲得對(duì)方與所推銷產(chǎn)品的信息，便于后續(xù)發(fā)揮?

2.也體現(xiàn)了自己的隨機(jī)應(yīng)變，有所互動(dòng)?

Do you remember why you were using pen to write in the last time??

?PART2? 賦值?

提示：

1.快速確定思路，把握好問答引導(dǎo)的主動(dòng)權(quán)

2.可以給筆賦予情感價(jià)值?

What I mean by that is, you are （對(duì)方關(guān)注的事情）, an important and memorable event. All?

while using a very unmemorable pen. Because when you begin using the right tool, you are in a more productive state of mind, and you begin to （對(duì)方關(guān)注的事情）.?

PART3? 筆本身?

提示：1.可以提出一些出售信息/試用建議，這樣能夠體現(xiàn)靈活的思維?

This is the pen for more important events. This is the tool you use to…?

Actually, you know what? Just this week I shipped ten new boxes of these pens to ……

Unfortunately，this is my last pen today (reach across to hand pen back). So, I suggest you get this one.?

其他一些不錯(cuò)的答案：?

告訴對(duì)方有一個(gè)公益活動(dòng)， 每個(gè)人可以寫一些祝福并且簽上自己的名字， 但是需要買筆簽名，收入有一部分將捐給公益活動(dòng)。

Sample: Explore step by step?

(Understanding customer needs) To help me understand better how my product might help you, I would love to learn more about how you use a pen during your daily routine. When was the last time you used a pen? What was satisfying about the experience and what was frustrating??

Interviewer: XXXX?

?(Satisfying customer needs) Ok, I’m so excited to tell you how this pen can help you. As you’ve mentioned, you take notes at meetings as a priority. Our pen has a fine point which would enable you to take notes easily and fast, as there is a XXXX patented technique. Also, I’m sure you have a lot of business trips, and our pen has a really large capacity of ink available so you don’ t need to buy new pens very often.?

?(Promotion) I have been authorized to provide you with a 20% discount if you order three cases or more of our pens. We also have a money-back satisfaction guarantee.?

After hearing my pitch, is there anything that would stand in the way of you purchasing this pen??

Sample: Philanthropy focus?

Good afternoon, teachers. The epidemic situation of new coronavirus is getting more and more serious. The whole world is helping China together . As a college student, we set up a group and with the hero brand pen jointly launched a charity event. We will donate all the income from the sales pen to XXXXXX. You only need to spend 10 yuan, then you can give us the greatest encouragement and make a contribution to XXXXXX. Dear teachers, we are really looking forward to your joining. Thank you.