Find their hot buttons, press their hot buttons, we have heard these thoughts before; but what do they mean? Is it to say that as a salesperson you should try to discover their primary areas of interest? How do these hot buttons help you close sales? What is a Hot Button? Hot button is not to be confused with Benefits or Emotions, nor is it about Fear and Force. In sales, a Hot button is a Trigger that once activated, the person will not go back to the original state of mind. This means that when you press the hot button, a sale will result. You do not need to close the sale as the sale is already yours. Note that different people have different hot buttons, and they too differ at different time. Also note that You as a Salesperson is also a hot button , the same goes for your company marketing, branding and positioning. As I learnt from Barry Feig: author of best-selling book Hot Button Marketing, there are at least 14 hot buttons: #1: Hot Button, The desire for c...
by Andy Ng at www.asiatrainers.com (Sales & Management Training) Tel: 65-93672286 Email: andythecoach@gmail.com