Qualification Cards: BANT Without the Interrogation
Recall natural field-sales questions for Budget, Authority, Need, and Timing.
Memory aid BANT What does BANT remind you to qualify? Budget, Authority, Need, Timing Authority Which authority question sounds natural in the field? The second question protects rapport while finding authority. Need What is a natural Need question after a buyer asks for a quote? What changed that makes this worth looking at now? Need is stronger when it is tied to a recent event, problem, or risk. Budget We do not have budget for this right now. The buyer likes the idea but pushes budget away. Your line Understood. When similar improvements do get funded, what business case usually…
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