1. Identifying Hot Buttons Background and How To © ROM Consultancy Ltd 2011

2. Identifying Hot Buttons Research shows 90% of final ‘buying in’ decisions are made based on EMOTION (how we feel) In order to influence others to do something – we have to identify what their HOT BUTTONS are i.e. how do they WANT to feel, then communicate to them how our offering/suggestion WILL give them what they want.

3. How to Identify Hot Buttons We do this by: 1.Asking “What is really important to you about ……?” 2.Mirror back their words, pause…… 3.Ask “What is it about ……that is important?” 4.Return to the first question (to explore whether there are other things which are also important i.e. other Hot Buttons).

4. About ROM ROM stands for Results Oriented Management: A strategic Business Development Consultancy with a unique and caring approach towards you and your business. ROM specialises in helping clients to develop and/or grow their companies, either by growing their new business sales or by developing their management and top executives. Established since 1992, ROM is a respected organisation with a proven track record of developing businesses within the Construction, Insurance, Commercial and Public Sectors. See www.rom-consultancy.co.ukwww.rom-consultancy.co.uk PHONE: +44 1788 577344 EMAIL: steve@rom-consultancy.co.uksteve@rom-consultancy.co.uk