APES are more than simply occupants of the jungle! A.P.E.S. is an acronym for the four significant factors that people buy things. To sell and close offers you must understand exactly what motivates people to buy. You should pay very close attention to what individuals state, ask the right questions to totally comprehend the problem they are aiming to fix, why they are attracted to one product and services over another and how you can best assist them.
Here is what each letter of the APES represents.
A for Appearance (This makes me look great – could be status or appearance.).
P for Performance (This makes me feel good or carry out better.).
E for Cost-effective (This conserves me money, worry or will make me loan.).
S for Security (This makes my environment safer or minimizes opportunity of loss.).
Take any service or product individuals buy and you will see that they were encouraged by among these 4 driving forces. I do not care if it is car, home, house enhancement, gym membership, jewelry, dinner, phone, TV, paint job, or a life insurance coverage policy. Appearance, performance, cost-effective or safety or some combination will be an impact in the sale.
For example I have actually owned 25 or 30 phones in my life. I purchased my last one since the brand-new design had come out and I thought it was hot (appearance). I liked it since it was smaller sized, thinner and moved in and out of my pocket quickly. I updated from a perfectly performing phone not due to the fact that the new phone was quicker (efficiency) however due http://edition.cnn.com/search/?text=Who is Grant Cardone to the fact that it was hot. I then upgraded my strategy (another purchase) due to the fact that the texts were totally free (cost-effective) and I got a discount on the price of the phone for purchasing 2 years of service grant cardone blog from the carrier. I then bought a cover to secure 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 purchasers. Know your APES and close more deals. Discover out what your client's inspiration is by asking them why do they desire the item today and what issue do they wish to solve. Away you'll get a reason that fits into one or more of the APES. Once you get that understanding you can recommend the ideal product and guide them through the deal. You'll have a pleased customer thrilled about their new purchase and they'll be most likely to refer organisation your way.
For details on how you and your business can increase sales performance and profits 15-25% visit http://www.cardoneuniversity.com. You can also follow Grant Cardone on twitter @grantcardone.