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Stress-Free Selling® - Hot Buttons Ignite... How do you find them?

Written by: Jenaé Rubin

Article Overview: Hot buttons are words, phrases and concepts that are especially meaningful to Prospects. For example, an audio person might better relate to "I hear what you're saying," and a visual person to "I see what you mean." Though the difference is subtle, it is exactly these kinds of subtleties that makes sales, heck, life, easier and stress-free. You're an insider when...

Stress-Free Selling® - Hot Buttons Ignite... How do you find them?

Hot buttons are words, phrases and concepts that are especially meaningful to Prospects.

For example, an audio person might better relate to "I hear what you're saying," and a visual person to "I see what you mean." Though the difference is subtle, it is exactly these kinds of subtleties that makes sales, heck, life, easier and stress-free.

You're an insider when you use their words and not when you use your version of their concept. If you have a product that can help their sales force, and you call them Account Executives when they call them Reps or Counselors or even Sales Managers, you're not connecting.

So how do you uncover their hot buttons? First look at what's "out there:" ask people you know in common, check their website, prospectus and promotional material for clues. Then, when you're meeting (or talking) with them, take copious notes! If you rely on your memory, you will forget a lot... and you will forget and miss the subtleties.

If your goal is to find their hot buttons, stop talking about how wonderful your magazine is! Ask a ton of questions instead. A lot of people are scared to not talk about themselves mistakenly believing that since they finally have a connection with the contact, if they don't tell them everything at once, they won't have another opportunity. Aside from the fact that if this is the case, you have much more serious problems with your sales tactics, you will actually develop better relationships focusing on them and not you.

So, if what you're doing is not producing the results you seek, give this a try. Then email me, because I absolutely promise you will see an amazing transformation in your sales.


Welcome to Stress-Free Selling®,
Jenae

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Article Tags: audio person, better relationships, copious notes, counselors, heck, hot buttons, insider, memory, phrases, promotional material, prospects, prospectus, sales managers, sales tactics, subtleties, transformation, visual person



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