The Secret to Closing More Sales
The BANT Acronym
OK, maybe it’s not such a secret, because it’s been around 50 years — yet it amazes me how many of us try to sell, persuade, or close without first qualifying the opportunity using BANT with our customers.
- Understand what the customer’s BUDGET is
- Understand what the customer’s level of AUTHORITY is
- Understand what the customer’s NEEDS are
- Understand the customer’s TIMING
When you understand the BANT, you’re ready to close more sales.