Sales Optimization

Do you know why your customer buys?

YOU SHOULD

Selling means shaping decisions. So, it is good to know what criteria different customers use to make decisions. It allows you to meet each customer individually. And bring them straight to the conclusion.

Sales Optimization

Do you know why your customer buys?

YOU SHOULD

Our customers

Call center & shop

It is not just about the product

A good salesman pays attention to two things: What does the customer want? And how does the customer decide? He then systematically and dynamically selects those arguments that are optimal for this particular type of customer (GRIPS type). The result: shorter conversations, higher conversion rate, increased customer satisfaction. And better employee satisfaction.

Website & Apps

A website is not a shop window

Customers do not want to decide. They want their decisions to be made. A website is an ideal platform to determine the customer’s needs and then present them with a tailor-made offer instead of many confusing options. The result: higher conversion rates and more sales per customer.

Personal conversations

Understanding the decision-making structure

The myth of the rational decision-maker is most persistent in the B2B sector. But here, too, people make decisions. We will show you how to identify decision-making structures and recognize the criteria your business partners use to make a choice. If you understand decision-makers, you’ll benefit from increased sales and achieve higher margins.

Mailings & Print

Don't (just) mention the price

When it comes to print advertising and mailings, the key to success is to address the most important arguments for the most common types of customers in your market, rather than focusing on a single issue such as price or discount. That way, you don’t just target bargain hunters. The result: higher response rates and more sales.

“Stop selling products and start to manage decisions. The key to this is your sales force.”

Hardy C. Koth

Member of the Executive Board
Vocatus AG

The secret of our success?

Behavioral Economics

Behavioral economics: a company gets down to business

The Harvard Business Manager reports exclusively on how Vocatus revolutionized a German telecommunications company.

With remarkable results: 25% more contracts concluded, 43% shorter call duration at the call center.

Identification

Which customer type am I dealing with?

If you have understood the basic concepts of behavioral economics, you can easily distinguish between the different types of decision-makers. After just a short training, your sales staff and sales partners will be able to recognize bargain hunters and price acceptors and act accordingly.

Treatment

How can I best reach this customer?

Customers who feel understood tend to make their purchase decisions quickly. We will show you ways to offer your customers exactly what suits them best: unbeatable offers for bargain hunters, risk-free purchases for loss-averse decision-makers, additional offers for all those who like to spend more money for better performance.

Learn more about the different purchase criteria of the GRIPS types.

Incentives

What incentive does your employee have?

The key to sustainability in sales is to consistently align the incentive systems for employees with the sales strategy. If sales are incentivized, and discounts are not sanctioned, the result is predictable: high sales with low margins. Is that really what you want?

“From top management to agent-level, we are astonished about the improvement and increases we are now able to reach sustainably.”

Felipe Feres S.

CEO
HDI Seguros Chile

Our customers speak for us

“…consistently delivered excellent work…”

“From the project conception to the analysis, interpretation, and presentation, Vocatus has consistently delivered excellent work.”

Ard-Jen Spijkervet

Managing Director

Esselte Leitz

„A very positive experience for us…“

“What impressed me the most was their ability to understand our market/product as well as to pinpoint the real issues for each of our brands/countries. Furthermore, the actionable feedback is a very positive experience for us.“

Jan Heiremans

COO

StepStone

“…absolutely reasonable and quickly amortized…”

“Since the revenue leverage is considerable, Vocatus’ fee was an absolutely reasonable and quickly amortized investment.”

Thomas Lindner

Publishing Director

Gruner+Jahr

Sales Optimization

Do you know why your customer buys?

YOU SHOULD

Our customers

Call center & shop

It is not just about the product

Website & Apps

A website is not a shop window

Personal conversations

Understanding the decision-making structure

Mailings & Print

Don't (just) mention the price

Hardy C. Koth

The secret of our success?

Behavioral Economics

Appointments quadrupled

18% more turnover

Twice the number of opt-ins

Behavioral economics: a company gets down to business

Identification

Which customer type am I dealing with?

Treatment

How can I best reach this customer?

Incentives

What incentive does your employee have?

Felipe Feres S.

Our customers speak for us

“…consistently delivered excellent work…”

„A very positive experience for us…“

“…absolutely reasonable and quickly amortized…”