Hello, Community members.
As you’ve probably seen here, in 2020 LinkedIn has announced the Buyer First Methodology, a new vision for the future of selling, focused on respecting buyers’ evolving need and expectations, while being considerate of your time and expertise as a seller.
A year into this global pandemic, we’ve learned to reinvent ourselves, but also how we do business. The virtual selling approach, that aligns with the Buyer First Methodology, is here to stay and some countries and markets that have been slowly coming back to the office have continued to embrace this new working reality. Additionally, on a survey to 500 sales professionals, we’ve seen that 46% of those who are virtual selling believe they’ll continue to do so beyond the next 12 months.
What Happened During the Last Year?
During the last couple of months, we’ve learned that today’s buyers are definitely more selective when it comes to considering whom they choose to partner with. The reality is that we’re all experiencing the same, so when a potential buyer tell us they don’t have time, we know how they feel. So, instead of waiting for them to do their homework, we can help make their lives easier by doing it for them. But, how exactly do we do it?
A new era of selling is the answer! In a nutshell what will help us all is to really understand each other and how we can deliver value with every interaction. Putting buyers first will help us achieve that, as prioritizing buyers’ goals, challenges and values will help us create a more meaningful relationship that can easily lead to a potential partnership moving forward.
Win When Buyers Win
If you’re interested in finding out how you and your buyers can become partners and win, I’d highly recommend watching the video below and listening how others are partnering for success.
As the relationships between Hannah and Pete, Jon and Lauren, and Damola and Talei tell us on the video, a Buyer First mindset can drive success for everyone involved. The Linkedin team spoke to over 10,000 sales professionals and 81% of top-performing sellers say they always put the buyer first, compared to just 60% of all other sellers.
Remember that embracing a sales model that recognizes changing buyer behavior and expectations will be imperative to success. If you act now, you will have a clear competitive advantage!
If you're already following Hannah, Pete, Jon, Lauren, Damola and Talei's steps, share with us how you're putting your buyers first and how do you feel that has helped not only secure an important deal, but start a long-lasting partnership with that buyer.
Looking forward to hearing from you!
Nádia
