Marketing

The behavior of “buyer-first” sellers

the-behavior-of-buyer-first-sellers

What does it mean to be a Buyer First seller?

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

Around 65% of the surveyed sellers say that the buyer always comes first. However, only 23% of buyers say that sellers always put the buyer first.

Buyers say the most important thing sellers can do to be “buyer first” is to make pricing fully transparent (82% say this is an “important” or “very important” behavior), to actively engage after the sale to ensure value delivery (82%) and offer product testing / training / testing (76%).

About 46% of sales reps say they always make pricing completely transparent, and 43% say they always remain actively engaged after the sale.

However, only 30% of buyers say that sellers are always fully transparent about pricing and only 28% say that sellers always remain actively engaged after the sale.

Buyer-first behavior in practice

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

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Jeffrey Rabinowitz