What does it mean to be a "buyer first" salesperson?
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%).
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.
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.
Continue reading "The Behaviors of 'Buyer-First' Salespeople" ... Read the full article
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