Qualification

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Qualification is a methodology used in sales that helps salespeople determine whether a prospect is a good fit or not. On this page, you’ll find various strategies and techniques from industry professionals who outline best practices on how to successfully qualify a prospect before booking a meeting with them

Alchemy Codex 4

Sales Methodologies

Qualification questions (basic)

Introduction to some sales methodologies

Discovery questions

MEDDPICC Scorecard examples

Managing Inbound sales

BANT Qualification Method

The Ultimate Guide to Sales Qualification

The discovery call is one of the most important conversations a salesperson can have with a potential customer. It's a proverbial fork in the road for you and your prospect - they're a good enough fit for your product or service to warrant discussing next steps, or it's time to part ways.

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The Ultimate Guide to Sales Qualification

The simplest (but not the best) qualification is BANT - here are some details

How to Use BANT to Qualify Prospects in 2022

During the sales process, you'll discover people within the company who have the authority to make decisions. These individuals are also more likely to have insight into the team's budget to purchase what you sell. That means, along the way, you'll gather more information about how qualified the prospect really is.

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How to Use BANT to Qualify Prospects in 2022

What is BANT?

BANT is a sales qualification methodology that helps salespeople determine whether a prospect is a good fit based on their budget, internal influence/ability to buy, need for the product, and purchase timeline.

What does BANT stand for?

The acronym BANT stands for:

budget — how much money the prospect is able and willing to spend;
authority — the ultimate decision-maker;
need — whether the prospect has a problem your business can solve; and,
timing — whether there is urgency to purchase your product or service.

How do you use BANT?

Understand the prospect’s budget beyond the dollar amount.
Identify stakeholders in the decision-making process.
Determine the importance of the problem.
Prepare a timeline for the sales process.
Stay informed through multiple channels.
Use digital tools to track your progress.