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.
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.
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.