APES are more than simply residents of the jungle! A.P.E.S. is an acronym for the 4 significant reasons that individuals purchase things. To sell and close deals you must understand exactly what inspires people to buy. You need to pay very close attention to exactly what individuals say, ask the best questions to completely comprehend the issue they are aiming to fix, why they are drawn in to one product or service over another and how you can the 10x rule best assist them.
Here is exactly what each letter of the APES represents.
A for Look (This makes me look good – might be status or appearance.).
P for Performance (This makes me feel excellent or carry out better.).
E for Economical (This saves me money, worry or will make me money.).
S for Safety (This makes my environment more secure or lowers opportunity of loss.).
Take any product or service individuals buy and you will see that they were inspired by one of these 4 driving forces. I don't care if it is auto, house, house enhancement, health club membership, precious jewelry, dinner, phone, TELEVISION, paint task, or a life insurance policy. Appearance, performance, cost-effective or safety or some mix will be an influence in the sale.
For circumstances I have actually owned 25 or 30 phones in my life. I purchased my last one due to the fact that the new design had come out and I thought it was hot (look). I liked it due to the fact that it was smaller, thinner and moved in and out of my pocket easily. I upgraded from a completely performing phone not because the brand-new phone was quicker (efficiency) but because it was sexy. I then upgraded my grant cardone university strategy (another purchase) due to the fact that the texts were complimentary (cost-effective) https://www.washingtonpost.com/newssearch/?query=Who is Grant Cardone and I got a discount on the price of the phone for buying 2 years of service from the grant cardone wikipedia provider. I then purchased 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 why do they want the product today and exactly what issue do they desire to resolve. Away you'll get a factor that fits into one or more of the APES. Once you gain that understanding you can suggest the ideal product and guide them through the deal. You'll have a delighted customer thrilled about their brand-new purchase and they'll be more likely to refer business your way.
For details on how you and your company can increase sales efficiency and profits 15-25% go to http://www.cardoneuniversity.com. You can likewise follow Grant Cardone on twitter @grantcardone.