So, it is an analogy of doing the right thing at the right moment which would deliver a favourable result.
For a woman, pushing the right button may mean a little bit like "turn on" or "turn off", my apology for an extra dose of expression.
But, in business and especially in sales, pushing the right button is really a most desirable action, if not the only action needed. Why? In achieving a sales, be it a successful order, or a commitment to use in a affirmative manner. Tickling the right issue and offering a right solution resembles the pushing of the right button.
However, my article here is in a different perspective. It is because Sales is never like a structural science. Sales is dynamic and it can be very emotional like an agitated bitch!
To someone who is in sales, the characteristics of selling is pretty vague, or you may say "Sales is a pain in the ass!".
I once knew someone who quit sales job because he thought "sales job" really never come with scope of duties. He wanted a conventional job where his function could be listed out. He did not like "pretending" which as salesperson, we do everyday, all the time.
"The weather is really hot, eh?" Pretending to break the ice.
"Isn't it hot?"
"What is so hot?"
"You lo..."
"..." The auntie smiled, "you naughty boy..."
To many, a sales job does not have straight forward job function. For example, an accounts executive is to prepare the Ledger, Journal, Profit and Loss Account, Balance Sheet, etc. A doctor is to do Blood Pressure checks, order some blood test, or do a CT Scan, give medication, etc.
So, what is a sales job? It is really something quite vague. To study market trend? I thought that is marketing! To understand users' needs and wants? That is also marketing. To negotiate and hack the price? That's again marketing - remember the 4 Ps? Place, Product, Price and Promotion. So, what is sales?
Big question, no easy answers. Wikipedia gave a simple explanation:
"A sale is the act of selling a product or service in return for money or other compensation. Signalling completion of the prospective stage, it is the beginning of an engagement between customer and vendor or the extension of that engagement."
But to a lot of salesperson, they don't really mind. Because it is more important to get sales, get the
product sold! Get bonus, get money/rewards and if at best without limits! Sales are for greedy people! It is not important what is marketing or what is sales. It is more important to "push the right button!"
For many, seeing the right prospect is the first "right button to push". So, when you understand that as a "button" then, you surely realize that there are many "buttons". A big one would be the "price button". Now, imagine that you have press all the "buttons" but there is still no "sales - order", you think back and realize that there may be still "buttons" you have not pressed, or is there?
So, this is what I mean by "Pushing the Right Button".
And, there may be unidentified "button" or those buttons you cannot push. It is for your boss to push, not you!
Therefore, at times a desperate salesperson having tried all the buttons, still cannot get the order would need to ask help from the boss (if there is). And, such is a genius move, however with its flaws. Nevertheless, asking is not begging. The ultimate decision is still with the boss and the customer. If the boss pushed and yet there is no order. It does not look good on the boss. Hence, that is sometimes avoided by the bosses. To save face, it may be done only in secretive manner nobody know about. And, when it is successful, he will claim all the credits!
On the other hand, if a political enemy is around, and aware of the scenario, this is an opportunity to do a big showdown on you! Now, that is even worse. This means you are no more good enough, your order is sabotaged/hijacked! It looks bad on you, furthermore it also sends a bad signal to your boss(es) and you may get into trouble explaining it!
Reflection
There are many buttons. Some are dynamic and some are permanent. Pushing the right button is key to success. But, there are things that are not so straight forward. Then, in such situation, it is your choice whether you would still push the button. For example, a customer given indication that a bribe would seal the deal. Do you take or decline the offer? Or is it your boss's decision? Whichever, it is your choice to decide. RIGHT or WRONG, it is never a simple matter of yes or no. It may be very blur as what is yes or no when it comes to getting a sales with some string attached.
The worse is when you do not have the button, and someone has. That someone may thus be better off than you. Or, if that button is against your ethics (like above), and someone does not think so, you just have to bite the bullet. So, the saying:
"In business, what is ethics?"
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