What is BANT?
BANT is an acronym and a qualification framework that has been used for ages to determine whether a prospect is truly likely to become a successful customer. It can be used as a rubric or checklist for how to guide a call and make sure you’re investing your time wisely with prospects.
BANT was originally conceived by IBM as a way to identify a sales opportunity, and has been a qualification workhorse across most business sectors ever since: according to IBM, “sales opportunities are identified by speaking to prospects or clients to determine their business and solution needs through a standardized approach called BANT.”
BANT stands for:
Budget – What is the prospect’s budget?
Authority – Does the prospect have the decision-making authority/or are they an influencer?
Need – What is the prospect’s business need?
Timeframe – In what timeframe will the prospect be implementing a solution?
Here are examples of BANT questions that have routinely been used: