March 2018 | Business LockerRoom

Monthly Archives: March 2018

Mar 21

To BANT or Not to BANT?

By Kelly Riggs | Sales + Leadership

If you’re new to sales, BANT is a method for “qualifying” sales opportunities that includes four areas – Budget, Authority, Need, and Timing. The idea is that these are four critical qualification factors that should be determined rather early in the sales process to ensure a salesperson isn’t 1) wasting time, 2) trying to sell the wrong person, or 3) trying to proceed without an understanding of the prospect’s actual needs. But sales guru, Jim Keenan, thinks it’s a joke. Is he right??

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