BANT is a sales qualification acronym that stands for Budget, Authority, Need, and Timeline. It is often used by sales professionals to help identify potential sales opportunities and ensure that they are worth pursuing.
BANT can help ensure that the meeting is organized and focused and that all relevant issues are discussed and resolved in a timely manner. It can also help prevent the meeting from going off-topic or running long.
Most sales teams consider a lead viable if the lead satisfies at least three of the four BANT criteria, but this can vary depending on the sales organization. Use this breakdown of BANT to determine whether to continue pursuing your sales leads.
- How much is the prospect able and willing to spend?
- Do you have a specific budget put aside for this initiative?
- Today you have no solution for your problem; how much does it cost you?
- We have calculated that our solution could bring or save you X dollars per year, does this come close to your expectations?
- Have you already set up this type of service?
- What ROI did you get? For what cost?
- Who will use our product or service?
- Would you like to involve someone else in our next meeting?
- Who makes the final decision to buy into the organization?
- What are their top priorities at this point?
- Tell me about this challenge; how long have you been seeing it?
- What are your current plans to address the problem?
- What are your current business priorities?
- Do you think my solution could help your company solve this problem?
- What upcoming events would you like to be equipped with our solution for?
- What is your goal for the next 6 months?
- Have you considered other solutions?
- How long may a technical validation or a pilot phase take?