Updated: Jun 30, 2018
When IBM developed BANT (Budget, Authority, Need, Time) as part of their sales system, they were selling the best solution. The saying, "No one has ever been fired for buying an IBM." was common place in many businesses. But, that was years before we were even using the 286 (a.k.a. Intel 286). If you don't remember this technology dinosaur, you may be able to find one in a museum somewhere.
Just as the 286 is not sufficient for today's computing needs, neither is BANT for sales. In today's sales climate, more thought needs to given to qualifying. When I first heard of the Miller Heiman Groups process for qualifying a prospect, I knew they had something I could use.
If you aren't familiar with it, it is two steps. First, does the prospect match my Ideal
Customer Profile? Only if the answer is "yes," do we ask the second question. "Does the prospect have a need for which I have a good solution?"
Both the first and second question have something in common that is important for the sale professional. Both are required for a "win-win" result. At Sales Sigma, we recognize this as the result of a quality sales process.
BANT ignores the most critical of qualification questions and therefore is substandard for a 21st Century sales organization.
If you are going to take only one thing away from this blog, it is that because something worked yesterday, does not mean it will work today or tomorrow. Engineer a dynamic sales process to keep your sales team in front.
Sales Process Engineering is how you Sell More While Spending Less.