题目解析18—Here is a pen. Sell it to me.
注意事项：
1. 不用担心自己的推销不够耳目一新，不要停留在纠结商品属性上，而是采用其他的角度
和突破口推销，抑或是挖掘消费者需求，整个过程有思路和框架便可
2. 最好不要试图介绍笔本身的特点达到推销目的，而是换位思考，发掘客户的需求
3. 在这个过程中要展现自己清晰的引导思路和框架
建议结构：
询问+赋值+笔本身
PART1 询问
提示：
1.可以获得对方与所推销产品的信息，便于后续发挥
2.也体现了自己的随机应变，有所互动
Do you remember why you were using pen to write in the last time?
PART2 赋值
提示：
1.快速确定思路，把握好问答引导的主动权
2.可以给笔赋予情感价值
What I mean by that is, you are （对方关注的事情）, 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 （对方关注的事情）.
PART3 笔本身
提示：1.可以提出一些出售信息/试用建议，这样能够体现灵活的思维
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.
其他一些不错的答案：
告诉对方有一个公益活动， 每个人可以写一些祝福并且签上自己的名字， 但是需要买笔签名，收入有一部分将捐给公益活动。
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.
