Press that Hot Button...

All of us somehow have a certain soft spot in our heart that once triggered would lead us into making a certain decision which we otherwise would not make. This soft spot is what we, in sales language, call the Hot Button. Salespeople always try to find the soft spot in their customers so that they can press the hot button to activate the customer into making a buying decision.

The soft spot vary from people to people. Hence, the salespeople must be skilful in finding out the soft spot of the potential customers. Salespeople have to say the right thing at the right time so that it synchronises with the buying intention of the potential customer.

This takes lots of practice and on-the-job training, and experience would accumulate as the salespeople do it often enough and learn during the process.