What is CHAMP?
Simply put, its known as BANT 2.0. Many have objected to prioritizing Budget first in the sequence and believe leading with the Need is much more effective. Some have reordered it to NATB, bringing Need up to the front and sliding Budget out to the back – but what has resonated best with sales teams is converting it over to CHAMP.
This framework leads with the needs, pain points, and Challenges the prospect/business faces.
CHAMP stands for:
CHallenges – What challenges is the buyer currently facing?
Authority – Is the decision-maker for buying your solution, and if not, who is and how do we get in touch?
Money – Does the buyer have financial capacity to buy your solution?
Prioritization – What is the buyer’s specific timeframe for implementing a solution?
Here are examples of CHAMP questions that have routinely used: