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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
Member of the Executive Board
Vocatus AG
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.
Four times more advisory appointments at a bank by optimizing the customer approach on the service line
18% increase in sales of media packages to exhibitors at a leading B2B trade fair
Twice the number opt-ins through improved customer approach at the call center of an energy supplier
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.
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.
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.
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?
CEO
HDI Seguros Chile
Ard-Jen Spijkervet
Managing Director
Esselte Leitz
“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
“Since the revenue leverage is considerable, Vocatus’ fee was an absolutely reasonable and quickly amortized investment.”
Thomas Lindner
Publishing Director
Gruner+Jahr
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