What is BANT qualification?

Let’s say you’ve got a list of leads. You don’t know which, but some will be ready to buy right now. Others, however, won’t have the slightest bit of interest…

The only way to find out is to call them. And that’s where BANT qualification comes into play.

Invented by IBM sales teams, BANT is a series of criteria, which stands for:

• Budget. What is the prospect’s budget?
• Authority. Does the contact have the right authority to buy?
• Needs. What needs does your prospect have? Do they match your product or service?
• Timeframe. How soon are they wanting to implement a solution?

Any one of these questions can be used to disqualify a prospect, or at least help you decide how to proceed with that particular contact.

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