{"id":1519,"date":"2016-01-29T00:22:03","date_gmt":"2016-01-29T00:22:03","guid":{"rendered":"http:\/\/gccwebsites.com\/startupsales\/?p=1519"},"modified":"2016-01-29T00:22:03","modified_gmt":"2016-01-29T00:22:03","slug":"the-bant-approach-to-sales","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/the-bant-approach-to-sales\/","title":{"rendered":"The BANT approach to Sales"},"content":{"rendered":"<p><img decoding=\"async\" class=\"aligncenter lazyload\" data-src=\"http:\/\/www.zwaafconsultancy.nl\/wp-content\/uploads\/2015\/06\/ibm.jpg\" alt=\"\" width=\"341\" height=\"193\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 341px; --smush-placeholder-aspect-ratio: 341\/193;\" \/><\/p>\n<p>Building relationships with customers is fun. \u00a0 Selling your item or service to those customers that you have relationships with is also fun. \u00a0 But time unfortunately, is a limited commodity, especially for salespeople. \u00a0 It is very possible to waste significant time chasing after leads that have a very low chance of returning your time investment. \u00a0 \u00a0IBM&#8217;s BANT formula is a time-honored method of determining which sales prospects have the highest probability of resulting in a large sale. \u00a0 BANT is simple &#8211; just four simple steps.<\/p>\n<ul>\n<li>B (Budget) \u00a0&#8211; \u00a0 Does the prospective company that you are selling to have the budget for what you are selling?<\/li>\n<li>A (Authority) \u00a0&#8211; \u00a0 Does the prospect that you are pitching to have the authority to make a purchasing decision? \u00a0 If not, who does, and how can you approach that individual?<\/li>\n<li>N (Need) \u00a0 &#8211; \u00a0 \u00a0Does the business need what you are selling? \u00a0 Why?<\/li>\n<li>T (Time) \u00a0 \u00a0&#8211; \u00a0 \u00a0Do you know the timeframe in which the company will need the solution? \u00a0 How urgent is their need?<\/li>\n<\/ul>\n<p>The BANT process is an useful tool for framing specific questions that you might ask your prospect to gauge the approximate status of these four dimensions. \u00a0 \u00a0The BANT method forces the salesperson to ask himself\/herself some hard questions about the prospect to determine whether the effort is worthwhile. \u00a0 \u00a0 Questions like &#8220;why is the prospect taking the time to talk to me?&#8221;, &#8220;what does the company need from us, and how urgent is that need?&#8221;, and &#8220;does this person have the authority to make a purchasing decision or will I have to work up the ladder?&#8221; \u00a0 help the salesperson better understand the context of the sale, and thus makes it alot easier to make the sale itself, or alternatively, when to leave a prospect alone. \u00a0 \u00a0The BANT method helps salespeople define their prospect&#8217;s needs, problems, urgency, and wants.<\/p>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Building relationships with customers is fun. \u00a0 Selling your item or service to those customers that you have relationships with is also fun. \u00a0 But time unfortunately, is a limited commodity, especially for salespeople. \u00a0 It is very possible to waste significant time chasing after leads that have a very low chance of returning your [&hellip;]<\/p>\n","protected":false},"author":53,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[23],"tags":[],"class_list":["post-1519","post","type-post","status-publish","format-standard","hentry","category-sales-process"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/1519","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/53"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=1519"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/1519\/revisions"}],"predecessor-version":[{"id":1520,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/1519\/revisions\/1520"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=1519"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=1519"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=1519"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}