What is this thing called hot cognition? It’s where numerous critical functions in the brain “light up” at the same time around a specific idea or opportunity. It’s a convergence of logic, IQ, EQ, memory, and other brain functions to ignite creativity, desire, and drive. The neuroscience is a little more complicated than that but think of the brain as a starship where Hot Cognition happens when “warp speed” is engaged.
What does this have to do with sales?
Have you ever been in a sales situation when everything just seemed to click? There was real energy in the buyer-seller dynamic. Enough energy to move the sales process forward with few roadblocks or slowdowns. A time when both the buyer and salesperson worked together so well that closing the sale was a foregone conclusion. If you’ve experienced that, then you have experienced hot cognition. Hot cognition is the place where emotional drivers, logic, experience, behavior, and the human dynamics all align to open a clear and accelerated pathway to a successful sale.