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November 19, 2011 at 11:00 PM
Hot buttons are individual and personal motivators. Each person has specific motivators, and it is up to you to determine your customers’ hot buttons in each sales situation. You do this by asking thoughtful questions, listening carefully to the answers and properly positioning your offering.
Let’s say you are a landscaper and you are talking to a couple about landscaping their yard. They run a home-based business and want to ensure that the first impression their clients receive is positive. The husband also says his main concern is that the yard needs to be low-maintenance because neither he nor his wife have the time or desire to take care of the garden.
When you present your proposal, you offer them a weekly maintenance package, stressing how worry-free this will make the homeowners’ lives. Reinforce the fact that the garden will look great at all times and will impress their clients. Tell them how easy it will make their lives because they will not have to spend their valuable time in the garden. Instead, they will be able to focus on tasks and activities that are more appealing to them.
You can use the same concept to sell your product or service.
