An Alternative to BANT for Qualifying Prospects

Today we are going to discuss an enormous time wasters.

One of the steps in the sales process I wish I had been better at when I first started out was Qualifying prospects.

Let me tell you about a term thrown around in larger companies, it is called BANT.

Budget

Authority

Need

Timeline

Here is how I have been qualifying for years. 3 simple questions I ask myself.

Do they want us? 

Do they need us?

Can they afford us?

I think this is a better fit for small business, especially if you are doing your own prospecting.