Costs of Staying the Same - Your Key to BANT

Time is the most valuable resource a salesperson has - we need to spend our time on the right people.

Therefore we spend time on BANT (Budget, Authority, Need, Timeframe) from the very beginning of the sales process.

We want to talk with companies with a budget to spend on the project.

We want to talk with people that have authority to make a decision or influence the decision.

We want to talk with companies with a need.

We want to talk with companies that are ready to purchase within a reasonable timeframe.

But figuring out BANT can be a tricky process – I know! :)

Your most important question for clarifying BANT is; what are the costs of staying the same - and to whom?

Doing nothing may seem as a risk free decision - but often this is causing the biggest risk. Are your prospects aware of this risk?

Together with your prospect you can identify the costs of staying the same and the return on investment when you decide to do business together. All you need is true interest in their business.

What is their core business?

How do they work today?

What are the challenges today?

What are the risks?

What are the consequences if risks become reality?

Who will this affect?

When you truly know the value of your product and service for the business and the people – you know if they will have budget for it, who the decisionmakers are, if they really need it and when they need it.

It all comes down to:

What are the costs of staying the same - and to whom?

Looking for more inspiration within sales? 

Find more inspiration in my other blog posts, or contact me for sales coaching.