People don’t make rational decisions. Design your pricing and sales along the real decision-making processes of your customers to ensure that your customers don’t really have to decide. Instead, they buy from you as a matter of course.
Pricing & Selling Consultants
Purchasing decisions:
How to understand & shape them
People don’t make rational decisions. Design your pricing and sales along the real decision-making processes of your customers to ensure that your customers don’t really have to decide. Instead, they buy from you as a matter of course.
Pricing strategy
Making the price a minor matter
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.
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.
Arbitrary discounts, as commonly offered on Black Friday, can have fatal consequences. Learn how discounts can be offered without harming the price acceptance of your customers and your brand.
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.
Since our recommendations are based on your customers‘ real-life purchase behaviour, there won’t be any surprises when you implement them – just quickly measurable successes instead.
2.9 million additional phone customers within 18 months thanks to a new pricing portfolio
100% more conversion
Doubling the conversion at an insurance call center through customer-specific communication
50% increase in prices
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.“
Tom Buzzard
Head of Propositions & Pricing
Vodafone Group, United Kingdom
What our customers say
"The results are crystal clear…"
„The results of the studies are crystal clear and are used widely throughout our company, whether to increase sales or to optimize customer loyalty.“
Christoph Vilanek
Chief Executive Officer
Freenet AG
"…tailored solutions…"
„Vocatus discusses at eye-level and they are genuinely interested to understand the client’s business case by case before offering tailored, integrative and hands-on solutions.“
Volker Utesch
Head of Corn and Sunflower
KWS Europa
"…the right partner…"
„Behavioral economics offers us a well-founded customer model to really understand the needs, motivations, and fears of customers. Vocatus is an absolute expert in behavioral economics.“