Looking to get up to speed on a topic fast? Join us for a full-day, intensive workshop this October 12 in Boston.

What does it mean to be a "buyer first" salesperson?

To find out, LinkedIn Sales Solutions surveyed more than 400 buyers and 400 sellers in the United States and Canada.

Some 65% of salespeople surveyed say they always put the buyer first. However, only 23% of buyers say sellers always put the buyer first.

Buyers say the top things salespeople can do to be "buyer first" are to be completely transparent about pricing (82% cite it as an "important" or "very important" behavior), stay actively engaged after the sale to ensure value delivery (82%), and offer product tests/trainings/trials (76%).

Behavior seen by buyers and sellers as buyer-first

Some 46% of salespeople say they are always completely transparent about pricing, and 43% say they always stay actively engaged after the sale.

However, only 30% of buyers say salespeople are always completely transparent about pricing, and only 28% say salespeople always stay actively engaged after the sale.

Buyer-first behaviors in practice

About the research: The report was based on data from a survey of more than 400 buyers and 400 sellers in the United States and Canada.

Sign up for free to read the full article. Enter your email address to keep reading ...


ABOUT THE AUTHOR

image of Ayaz Nanji

Ayaz Nanji is a digital strategist and a co-founder of ICW Media, a marketing agency specializing in content and social media services for tech firms. He is also a research writer for MarketingProfs. He has worked for Google/YouTube, the Travel Channel, AOL, and the New York Times.

LinkedIn: Ayaz Nanji

Twitter: @ayaznanji