The BANT Sales Metholodogy

Pete Solway
17-10-2024 2 minute read

Founders, what's the fastest way to increase your closing rates and improve your sales forecasting?

Use a Sales Metholodogy,

A Sales Metholodogy is different to a sales process, see link for a definition on the difference.

There are lots of Sales Methodologies, but here's the simplest, fastest one you can use straight away - BANT
(NOTE: Once your deal size exceeds $15K, we usually recommend something more sophisticated like TAS or MEDDIC):

B) Budget

Given the problem your prospect is trying to solve a solution is going to cost them approximately $X. Given this, does this prospect have this type of budget available to spend on a solution

A) Authority

Who has final say on whether money is invested in your solution? In small business's this can be a business partner, in larger organisations this can be the boss of your prospects boss.

Knowing who has the authority and how important the solution we're selling is to that person is a big indicator as to whether you will make the sale.

N) Need

Why does this prospect need a solution to their problem. This is about understanding how important our solution is to their problem in context of all the other business problems our prospects business needs to solve.If this isn't strong enough our solution can easily become something they 'look into later.'

T) Timing

Ask "If what we have does solve the problem you're trying to solve, when would it make sense for you to go ahead and invest in a solution." Manage your sales conversations in line with this and if these timelines look unrealistic have a conversation with the prospect about it.

FOR BONUS POINTS: Identify they consequence of not going ahead with the timing discussed. Identify what the cost is to the business. If it's not that significant your sale is at risk.