Selling To Small Business

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.

Intro - Selling to Small Business Podcast

Hello and welcome to the selling to small business podcast. I am Rob Delory, your host, and I look forward to talking with you about everything related to sales. I am not here to be your motivational speaker.  What I am here to do is talk to you about skills, techniques and sharing stories from my experience so you have the confidence to go out there and sell. So give me a listen and I hope I can help you to close more business.