How to Qualify Sales Leads in 2022:
Sell me this pen. How many times have you seen this statement being used by businessmen all over the world? You might have never understood why this question was asked in the first place. This is where the BANT Framework comes into play.
You only sell to customers who actually need your product. You create products to solve problems and not to create problems.
The BANT Framework helps you to qualify these leads. BANT is a framework for:
B-Budget
A-Authority
N-Need
T-Time
Here is how you can use it in your day to day life while dealing with potential customers:
Budget:
– Make sure that your client can afford your product.
– Make sure that you ask them if they have a budget and if they don’t, give them a number.
Authority:
– Understand how their company operates and who has the right to buy your product
– This makes sure that you don’t waste your time and resources explaining things to a sales representative of a firm when the person in charge of buying is their CMO.
Need:
– Understand your client’s pain-points and see if your product can solve their problems.
– Try to bridge the gap between the realities of their business and the aspirations of their goals.
Time:
– Make sure to ask the potential customers when they would be buying your product if at all they were to buy it. Let’s say they want to buy it a month later.
– The next month, follow up on them with a gentle reminder. This will guilt trap them and increase the chances of them buying your product, if they hadn’t reached out to you yet.
Happy selling to you!
