How do you close prospects and move them forward, from being potentials to being actuals?
This is a question I’m asked on a regular basis. I talk to my customers a lot about how the majority of objections happen because you have not qualified your prospects effectively.
In this video series, I talk through how you can learn to qualify your leads using BANT.
What you'll get:
- 10 Course Videos which delve into the BANT Sales Methodology
- 8 Downloadable resources with effective BANT techniques to use in your sales process
BANT stands for Budget, Authority, Need and Time. I’ve outlined a few questions you should be asking your prospects in order to qualify them and eventually bring them over the line.
Those questions are:
BUDGET:
Has the budget been set aside for this project?
What is this problem costing you?
How do you typically get approval to spend your budget?
AUTHORITY:
Is there anyone else involved in the decision-making process?
Who is involved in setting the budget?
What does the decision-making process look like at your company?
NEED:
What are you main areas of priority?
How long has this been a problem for you?
How much are these issues costing you in terms of time and money?
TIMING:
What has prevented you from fixing this problem in the past?
What kind of timeframe are we looking at to implement this?
What has made you look into this now?