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APES are more than just residents of the jungle! A.P.E.S. is an acronym for the four significant reasons that individuals buy things. To sell and close deals you must understand exactly what inspires individuals to buy. You need to pay attention to what individuals say, ask the right concerns to fully understand the issue they are attempting to solve, why they are attracted to one service or product 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 excellent - could be status or look.).
P for Efficiency (This makes me feel good or perform better.).
E for Affordable (This conserves me money, worry or will make me money.).
S for Safety (This makes my environment safer or minimizes chance of loss.).
Take any product or service people buy and you will see that they were motivated by one of these 4 driving forces. I do not care if it is vehicle, home, home improvement, health club membership, jewelry, supper, phone, TELEVISION, paint task, or a life insurance policy. Appearance, performance, cost-effective or security or some mix will be an influence in the sale.
I've owned 25 or 30 phones in my life. I bought my last one due to the fact https://en.search.wordpress.com/?src=organic&q=Who is Grant Cardone that the brand-new design had come out and I thought it was hot (look). I liked it since it was smaller sized, thinner and moved in and out of my pocket quickly. I upgraded from a perfectly performing phone not due to the fact that the new phone was much faster (efficiency) however due to the fact that it was attractive. I then upgraded my plan (another purchase) due to the fact that the texts were free (economical) and I got a discount rate on the price of the phone for purchasing 2 years of service from the provider. I then purchased a cover to protect the phone for $30 to keep it safe when I dropped it.
At each point the APES were driving my choices as they do all buyers. Know your APES and close grant cardone family more offers. Find out exactly what your customer's inspiration is m.youtube.com/watch?v=khE5bQG0hAo by inquiring why do they want the product today and what issue do they desire to resolve. Right now you'll get a reason that fits into one or more of the APES. As soon as you acquire that understanding you can recommend the ideal product and guide them through the offer. You'll have a pleased consumer excited about their brand-new purchase and they'll be most likely to refer service your method.
For information on how you and your organisation can increase sales productivity and profits 15-25% see http://www.cardoneuniversity.com. You can likewise follow Grant Cardone on twitter @grantcardone.