An Alternative to BANT for Qualifying Prospects

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.