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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.

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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


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