Introduction to the BANT Sales Methodology

If you're new to tech sales, you've probably heard of the BANT sales methodology. But what is BANT? In a nutshell, BANT is a framework that sales reps use to qualify leads.

It stands for Budget, Authority, Need, and Timeline. In this blog post, we'll take a deep dive into each of these criteria and explain why they're so important in the lead qualification process.

Budget

The first step in any sale is to determine whether the customer has the budget to make a purchase. After all, there's no point trying to sell a $10,000 software solution to a small business that only has $5,000 to spend.

This is where discovery questions come in handy. During discovery, reps should ask about the customer's budget, and past purchasing decisions. This should also include the expected ROI from the product or service.

Authority

BANT sales methodology relies on identifying authority within a client’s company. To make a purchase, the decision-maker must have the authority to do so. This may seem like a no-brainer, but it's actually one of the most common mistakes sales reps make. Don't pitch without checking that the person you're speaking to has purchasing authority.

Ask questions about the budget! This will usually give you a good sign of whether they have decision-making power. But it's always best to err on the side of caution. Verify their authority before moving too far down the sales funnel.

Need

Does the customer have an immediate need for your product or service? If not, they're not going to be willing to sign on the dotted line any time soon. Again, discovery questions are key here. Find out what pain points your prospect is experiencing. How can your product or service help resolve them?

If there's no alignment between their needs and your offerings, it's time to move on. Don't sweat it. Someone else might be a better fit.

Timeline

When does the customer need your product or service? If they need it urgently, they're much more likely to show interest than someone who doesn't. During discovery, pay close attention to cues that show how pressing the need is. The BANT sales methodology relies on these to move forward.

If they mention they've been using a competitor's product and are unhappy, that's a sign they're ready to make a change. And that you should move quickly!

We took a deep dive into each of the BANT sales methodology criteria. You know now why they're so important in the lead qualification process. By focusing on these 4 key areas, you can be sure that you're qualifying quality leads on your road to Career Success in tech sales.

Level up your discovery skills — or any skill you feel could use a boost — by signing up for a Uvaro workshop.

Download our Career Success Catalog to learn more about how we can help you!