APES are more than simply occupants of the jungle! A.P.E.S. is an acronym for the four major reasons that people purchase things. To offer and close offers you should understand what encourages people to buy. You should pay close attention to what individuals say, ask the right questions to totally understand the problem they are trying to resolve, why they are brought in to one product and services over another and how you can best help them.
Here is exactly what each letter of the APES represents.
A for Look (This makes me look great – could be status or appearance.).
P for Efficiency (This makes me feel good or perform much better.).
E for Affordable (This saves me loan, worry or will make me loan.).
S for Safety (This makes my environment safer or lowers chance of loss.).
Take any service or product people purchase and you will see that they were inspired by one of these 4 driving forces. I don't care if it is automobile, house, home improvement, fitness center membership, fashion jewelry, dinner, phone, TV, paint job, or a life insurance coverage policy. Appearance, efficiency, cost-effective or safety or some combination http://www.thefreedictionary.com/Who is Grant Cardone will be an influence in the sale.
For example I have actually owned 25 or 30 phones in my life. I bought my last one since the brand-new style had actually come out and I thought grant cardone closers survival guide it was hot (appearance). I liked it due to the fact that it was smaller, thinner and moved in https://www.youtube.com and out of my pocket easily. I updated from a perfectly performing phone not since the brand-new phone was much faster grant cardone books pdf (performance) however since it was sexy. I then updated my strategy (another purchase) since the texts were totally free (cost-effective) and I got a discount rate on the cost of the phone for buying 2 years of service from the provider. I then bought a cover to safeguard the phone for $30 to keep it safe when I dropped it.
At each point the APES were driving my decisions as they do all buyers. Know your APES and close more offers. Learn what your client's inspiration is by inquiring youtube.com/watch?v=khE5bQG0hAo why do they desire the product today and what issue do they desire to solve. Right now you'll get a reason that suits one or more of the APES. As soon as you get that understanding you can suggest the right product and guide them through the offer. You'll have a happy consumer excited about their new purchase and they'll be most likely to refer company your way.
For info on how you and your service can increase sales productivity and revenues 15-25% visit http://www.cardoneuniversity.com. You can likewise follow Grant Cardone on twitter @grantcardone.