BANT:
BANT stands for Budget, Authority, Need, and Timeframe. This is a more traditional sales qualification framework that was developed by IBM.
- Budget: The salesperson establishes whether the prospect has the budget to purchase the product or service.
- Authority: The salesperson confirms that they are speaking with the decision-maker or a key influencer who has the authority to make a purchase decision.
- Need: The salesperson ensures that there is a real need for the product or service.
- Timeframe: The salesperson determines when the prospect intends to make the purchase.
The BANT methodology is a way for salespeople to qualify leads to ensure they're spending their time with prospects who have a real potential to become customers.
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