What's hot? You tell me! Your hot buttons may be related to the company you work for, your family, basketball, the products you're selling, or NASCAR. Some of my hot buttons are speaking, Michigan State, gardening, dairy cattle, and helping people through my business. A hot button is something that's important to a person; it could be a need, an interest, or a passion. How do you find this mysterious hot button? Try asking some questions of your customers, actively listen to their response, and you'll be amazed at what you learn.

Once you identify your customer's hot buttons, you'll never want to sell without knowing "what's hot" again! Here's an example of how hot buttons benefited one salesperson, her company, and the customer.

Joe went to a TSC store to purchase a couple bags of dog food and was greeted by salesperson Sally. Sally strikes up a conversation with Joe and she finds out Joe has 8 cats, owns a kennel, and has a passion for rescuing injured dogs. Sally then asks more questions and discovers Joe drove to her specific store because of the dog food special.

What's the hot button? Well, Joe cares a great deal about pets, pricing is important for his kennel business, and he takes personal responsibility for helping animals. Sally recognizes these hot buttons and uses that understanding to develop a package for Joe that includes 12 months of dog food and flea products, works cat products into the deal, and connects Joe with a local animal rescue company she's familiar with.

End result? The customer is thrilled to have found somebody who understands his hot buttons, the company developed a loyal customer, and the salesperson sold a whole lot more than a couple bags of dog food. That's a win-win-win! Regardless of whether you're selling retail products, equipment, a service, or food products - hot buttons can help you identify solutions for your customers.

Hot buttons — a straightforward approach to finding out what really appeals to your customers. Why don't you go out to your target audience today, ask questions, and find out what's hot for them?

Michele empowers organizations to develop solutions for a changing marketplace. A professional speaker and consultant, she rallies audiences to celebrate the agrifood industry, embrace innovative sales techniques, and foster community relations. Receive Michele's free monthly "Connections" e-newsletter filled with tips for connecting your cause by e-mailing newsletter@mpk.info. Go to www.mpk.info or call 765.427.4426 for more information.