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Evaluate the clients in your customer base. 

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Evaluate the clients in your customer base. 

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1. State the relevant 21st century B2B buyer behaviours that are happening and why

2. Suggested time: 5 minutes.

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In the context of Business-to-Business (B2B) buyers, think about how they buy 10 years ago and now.  

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In the context of Business-to-Business (B2B) buyers, think about how they buy 10 years ago and now.  

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1. Name ONE behavioural change as to the way of how they buy

2. Learn about other possible behavioural change from other course mates

3. “Like” those points that resonate to you

4. Suggested time: 5 minutes.

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Review the sharing in Activity 1.2 at the Discussion Forum

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Review the sharing in Activity 1.2 at the Discussion Forum

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1. Provide ONE key insight or key learning from your observation

2. Suggested time: 10 minutes.

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Recall ONE major purchase (of high value) you have made. 

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Recall ONE major purchase (of high value) you have made. 

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1. Recall ONE major purchase (of high value) you have made

2. State the item you have bought, eg. “house”

3. List down the steps or things that you were considering before, during and after your major purchase

4. Suggested time: 15 minutes

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Identify ONE real buyer you are working on now

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Identify ONE real buyer you are working on now

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1. State the phase in their buying process

2. Explain some of the psychology they have or could have demonstrated

3. Suggested time: 10 minutes

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Pick ONE sharing from your peer in Activity 2.2 at the Discussion Forum

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Pick ONE sharing from your peer in Activity 2.2 at the Discussion Forum

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1. Provide ONE thing that he did well and ONE suggestion to consider about the potential buying behaviour

2. Suggested time: 10 minutes

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Recall the behaviours of an average seller

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Recall the behaviours of an average seller

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1. In your opinion, what are some of the common engagement strategies of an average seller?

2. What kind of push-backs were reacted by the buyers?

3. What are the dangers in using an inappropriate engagement strategy?

4. Learn about other possible behavioural change from other course mates

5. “Like” those points that resonate to you

6. Suggested time: 5 minutes.

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Identify the engagement strategies in a major purchase with a real opportunity

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Identify the engagement strategies in a major purchase with a real opportunity

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1. Identify ONE real buyer you are working on now

2. State the phase in their buying process

3. Develop 2-3 strategies to engage them effectively

Suggested time: 10 minutes

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Provide constructive feedback to your peers

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Provide constructive feedback to your peers

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1. Pick ONE sharing from your peer in Activity 3.2 at the Discussion Forum

2. Provide ONE thing that he did well and ONE suggestion to consider about the effectiveness of his engagement strategies

3. Suggested time: 15 minutes

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To practise the application of the psychology of buying with appropriate engagement strategies in a real opportunity

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To practise the application of the psychology of buying with appropriate engagement strategies in a real opportunity

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1. Identify ONE major deal you are working on now

2. Use the template in the next slide

3. Identify their buying phase and their considerations

4. Develop 2-3 strategies to engage them effectively

5. After filling the template, print screen and upload the image file to the online Discussion Forum via this link: https://padlet.com/SalesBlueprint/psychologyofbuying

6. Suggested time: 15 minutes