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