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
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.
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.”
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.”