Pricing & Selling Consultants
Purchasing decisions:
How to understand & shape them
Surprising, but true: customers rarely make decisions based on price alone. Empirical studies show that a combination of product features, exciting price dynamics, and suitable payment models can encourage your customers to buy.
Surprising, but true: customers rarely make decisions based on price alone. Empirical studies show that a combination of product features, exciting price dynamics, and suitable payment models can encourage your customers to buy.
The key to success is listening to the customer – online, at stores, call centers, mailings, and in personal conversations. If you know the different decision-making criteria of your customers, you and your sales partners can use convincing arguments even more effectively.
The key to success is listening to the customer – online, at stores, call centers, mailings, and in personal conversations. If you know the different decision-making criteria of your customers, you and your sales partners can use convincing arguments even more effectively.
Although not usually rational, purchasing decisions are generally predictable all the same. Thanks to behavioural economics, you’ll be able to understand your customers‘ real-life purchase behaviour and duly structure your pricing and sales in such a way that they’d never dream of buying from anyone else.
“Ultimately it is always about the customer’s purchase decision. Use the possibilities of pricing, marketing, and sales to shape this decision.”
Member of the Executive Board
Vocatus AG
An offer does not only influence whether customers buy or not but fundamentally affects how they decide. Read here, how your pricing strategy can alter decision-making.
Case study portfolio optimization of the Oberbayerische Volksblatt (OVB) Rosenheim: from a confusing showcase of possibilities to a subscription store that helps customers decide.
Industrial electronics case study: why behavioral economics can be applied to B2B selling, and how to use it to achieve higher margins, even in commodity markets and in times of crisis.
2.9 million additional phone customers within 18 months thanks to a new pricing portfolio
Doubling the conversion at an insurance call center through customer-specific communication
50% increase in prices after optimizing the prices for a medical technology manufacturer
„I do not believe there is any other organization in the world that could have successfully designed these projects and delivered these results for us.“
Head of Propositions & Pricing
Vodafone Group, United Kingdom
Christoph Vilanek
Chief Executive Officer
Freenet AG
Volker Utesch
Head of Corn and Sunflower
KWS Europa
Jacques Wasserfall
Chairman
Zurich Leben
You are in good company: More than 500 international top clients trust in our expertise.
“Innovative and professional” – this is how our long-standing customers talk about us.
Benefit from our experience: All members of the management team have many years of consulting expertise.
Contact us. Together we can help your company achieve top performance.
Copyright © 2020 Vocatus AG
