BANT stands for Budget, Authority, Need, Timing. Though many organizations adapt the model to mean slightly different things, the original model looks like this:
- Budget: What is the prospect's budget?
- Authority: Does the prospect have decision-making authority, or is she an influencer?
- Need: What is the prospect's business need?
- Time frame: In what time frame will the prospect be implementing a solution?
This BANT sales call agenda template is a great start in building out your sales process. You may want to add additional questions to your template from the list below.
BANT Sales Qualification Questions
- How much would you spend on similar products/services?
- How much money is budgeted for this solution?
- What quantifiable goals will this solution help you achieve?
- What have you spent in the past on similar solutions?
- Is this one of your company’s top priorities?
- Who else will be involved in this decision?
- How does your company typically make buying decisions like this?
- Who else should I invite to the next meeting?
- How do you fit into the decision-making process?
- Which priorities is your team most focused on during the evaluation process?
- How did you come to identify our product/service as a potential solution?
- What are the most significant pain points you’re looking to alleviate?
- What problems are there in your current process?
- How might this service/product impact your team beyond [customer’s stated need]?
- How long have you been considering similar solutions?
- Are you currently signed on to any contracts for other solutions?