BANT!

Email proposition received this week...

"If I could bring you 3 to 5 BANT-qualified leads every week, would you be around for a brief discussion on Weds? Just 35-minutes."

My response -

"BANT is the worst qualification criteria on planet earth."

No reply.

If I was them I would've at least asked why? No curiosity. No interest. Just another lazy unthinking sequence.

BANT is seller-centric and assumes the prospect has a problem they have identified and measured (in terms of cost) with exactly zero exploration or discovery from the salesperson. 

So this approach would equate to lazy order-taking at best with no sales skill required. 

Seller - "Do you have budget?"

Prospect - "Yes"

Seller - "Are you the decision-maker?"

Prospect - "Yes."

Seller - "Do you need to buy now?"

Prospect -"Yes."

Seller -"Do you need this service?"

Prospect: "Yes."

That ladies and gentleman is a BANT qualified lead.

Turns out the prospect wasn't the decision-maker (they just said that) and their budget was £500. 

Unfortunately the seller's solution cost £10K.

They also had no real urgency to act as their 'problem' was number 72 on the company priority list, right below 'buy Krispy Kreme doughnuts for the office this Friday'. 

Onto the next...

#sales #bant #sell