What is a Hot Button? A "Hot Button" is something that triggers an emotion in someone that causes that person to take action. From a sales perspective, it's a cue that causes a person to buy something you're selling. A hot button could also be described as an emotional pull. The bottom line is, when you know what someone’s hot button is, you are in an ideal position to work very closely with that person. Look at this way: in today’s society we are bombarded with literally thousands of advertising messages all day from so many different sources. Generally all of these advertising and marketing strategies are trying to either trigger a hot button or to get us to change how we think, believe, feel and do, to the benefit of the advertiser.
We all chuckle at the thought of the guy standing on a street corner in a long trench coat who comes up and says : Wanna buy a watch? (rolling up his sleeve with 10 different watches to choose from) or opening his coat to show dangling jewelry, sunglasses, hats etc. But why do we find this amusing? Well because we all know people in real life that try to offer to sell us stuff that we don't want or need.
But wouldn’t it simply be easier to ASK us what motivates us? Wouldn't it be easier to ASK us what what we want?
Obviously that isn’t possible from a mass marketing perspective, but the problem is that most people take the mass marketing approach even when they are talking to one person. Instead of trying to get the person in front of you to change to fit your solution, why not find out a bit more about them and then provide them a solution to their current problems. Remember that people will always do more to avoid pain than gain pleasure!
It's much more effective to work within another person’s mindset instead of trying to bend them to your will.
Here's a great example: If anyone has ever visited Bali you will know that the street merchants are notorious for hounding people to buy their wares. They will literally stand in front of you without moving, trying to get you to visually engage with them so that they can get you to buy the watch/trinket/hat/scarf/ blah blah blah. They can be so rude and obnoxious that it can be very annoying for some people. Well on one visit to Bali I encountered a completely different type of street merchant - this young man started the conversation with this: "What are you looking to buy today? Tell me and I will find it for you" WOW talk about a paradigm shift from all the other merchants - suddenly I had my very own personal shopper. And by him linking me up with other merchants he was able to get commissions on each sale - by doing this he made so much more money than trying to sell me one thing.
Basically when you find someone's hot button, you are essentially putting yourself on the same emotional playing field as that person. This is very powerful as subconsciously, you have created a connection that can be cemented in place by identifying and solving their problems.
The other real advantage of finding out someone's hot button is that it is much less expensive than traditional “throw as much crap against the wall and hope something sticks” approach. Think about it - what does it cost you to ask a few questions?
Their hot button could be money, it could be a trip or vacation; a toy or gadget; recognition or an award; a relationship or an introduction. It doesn’t matter what the hot button is, what is important is that you find out what it is so that you can work with that information and help people to get where they want to go.
So in a nutshell, Stop Selling and Start Solving
Live Long and Joint Venture!
Chris Hiller

Author's Bio: 

Chris Hiller is the author of Live Like a King or Queen for Pennies on the Dollar and President and Co-founder of Wealth Creator Network (www.wealthcreatornetwork.com), a membership group that empowers it's members with education via real life case studies and hands-on training. As a sort after mentor, speaker and trainer, Mr Hiller is a leading expert in dramatically increasing business growth via Joint Ventures and Strategic Alliances.

Mr Hiller, who is based in Toronto Canada, works internationally with the owners of small and medium sized businesses, professionals, entrepreneurs and individuals to help them dramatically increase their profits through the power of Joint Ventures, and has spent his entire professional career in sales, marketing, customer service and client retention.