The War Room
Advice
Post

Do you still use BANT?

If you do, I'd love to go play on your Sega genesis (fun old gaming system).


BANT is seller centric - "that" doesn't work - humans have something called mirror neurons and those are intention readers. Selling is so much more than - "are you the right person to pay me today?"


Stop looking for qualifying questions and just have a business conversation. I prefer to cover the following:


C = Challenges

G = Goals

P = Plans

T = Timeline

C = Consequences

I = Implications

A= Authority

B = Budget

R = Referrals


Oh and in no particular order, just conversation style, no checklist. Sometimes I'm good with 3 of these, sometimes I get them all.


Give it a shot and let me know how it goes.

🎈 Mentorship
🥎 Training
☑️ Qualification Calls
20
detectivegibbles
Politicker
+8
Territory Rep
Da fuq is BANT?? Just have a conversation. Expect the voice on the other end to hate you and once you realize they aren’t an ass, have a conversation.
fuzzy
Notable Contributor
+21
CMO (Chief Meme Officer)
B = Bananas A = Are N = Never T = Tangerines
JC10X
Politicker
+8
Senior Sales Manager
hahaha
JC10X
Politicker
+8
Senior Sales Manager
Yes!!
NoSuperhero
Politicker
+7
BDR
I'm saying!! Shooting for a good conversation is the best strategy!
JC10X
Politicker
+8
Senior Sales Manager
its the only way!
GDO
Politicker
+7
BDM
Hallelujah!
JC10X
Politicker
+8
Senior Sales Manager
Amen!
Jackywaky
Arsonist
+9
Master of Disaster
I use it *unpopular_opinion_bear.jpg*
JC10X
Politicker
+8
Senior Sales Manager
I think you have a SNES - do you have a dreamcast btw? Goldie oldies! lol
Kinonez
Celebrated Contributor
+9
WR Enthusiast
I would love either or!!
Show 21 more replies
looper1010
Celebrated Contributor
+13
Account Executive
I use BANT as a foundation to start with.  It def branches out into the other topics you refer to.  BANT is not the be all end all but it should be covered in a meeting to qualify.
eds
Opinionated
+3
Salesy
x2
CuriousFox
WR Officer
+11
Senior Account Executive
I've never used BANT. Or been through BANT training.
NoSuperhero
Politicker
+7
BDR
Funny thing is at the company chat rooms bant is looked down upon, but in the training room is one of the first things that is regurgitated to reps. SMH
CuriousFox
WR Officer
+11
Senior Account Executive
Sounds like management and the training department need to get on the same page. 
Show 2 more replies
No_ty
Catalyst
+6
Sales Dir.
No ty
JC10X
Politicker
+8
Senior Sales Manager
hahah love it
tonysoprano
Opinionated
+5
AE
When i first started here my VP was HUGE on bant, there were even specific CRM fields in each opp. was not helpful at all

luckily it's gone now because it seriously deters from a business conversation 
JC10X
Politicker
+8
Senior Sales Manager
how did you all manage to make him/her see otherwise?
tonysoprano
Opinionated
+5
AE
I actually wasn't able to - she was not very open to new ideas unfortunately but she's no longer with the company and BANT was one of the first things to go with our new VP
datnillawafer
Big Shot
+6
Account Executive
There’s nothing wrong with using BANT, it’s approaching the conversation with the checkbox mentality that’s the problem. As long as BANT or any other framework is incorporated in a way that makes the customer feel heard and important it will be effective. Your suggested framework is BANT, you’ve just explicitly outlined the subtopics composing ‘Need’ and added referrals:

 Budget: Budget


Authority: Authority


Need: Challenges, Goals, Plans, Consequences, Implications


Timeline: Timeline


Qualifying or DQ’ing quickly is the most important thing you can do in sales and it’s important to do that systematically. That said, if it feels like you’re just gathering the required information to the customer any methodology will fall flat.
Ra
RachATX
Senior Director of Sales
Agreed, BANT is useful for newbies that need a very simple framework. As you develop as a sales professional the conversation is much more business-focused to drive outcomes. (however, budget, timeline, need, and authority never go away!)
JC10X
Politicker
+8
Senior Sales Manager
True that!
bamageorge
Celebrated Contributor
+9
International Sales Director
Great content! Love it! 
JC10X
Politicker
+8
Senior Sales Manager
Thank you!
Kinonez
Celebrated Contributor
+9
WR Enthusiast
I do, my company wants us to qualify our prospects through BANT. 
JC10X
Politicker
+8
Senior Sales Manager
Interesting. I like to do things that have a higher scientific probability to work. I know change sometimes gets put on our shoulders, but sometimes, we can influence it.
Kinonez
Celebrated Contributor
+9
WR Enthusiast
I'm with you there, the bigger the probability the better chances of success. I will try to influence change for sure!
Show 2 more replies
Justatitle
Politicker
+8
Senior AE
Bant is rather outdated now, it’s a good framework still but there’s a lot left out from its qualification criteria. There’s also so many more factors now than there have previously been. 
JC10X
Politicker
+8
Senior Sales Manager
100%

SabertoothSales
Opinionated
+4
Southeast Regional Manager
Agreed. I've heard a lot about not using BANT lately. 
Beasthouse
Opinionated
+5
Corporate trainer
absolutly! BANT has been a fantastic minimum contractual agreement definition to protect our reps and to give some autonomy back to the client. letting them draw the line in the sad has cleared up so many kickback issues. if the client agrees that bant is a good enough qualifier then bam you have your minimum billable metric to justify!

JC10X
Politicker
+8
Senior Sales Manager
yes, bant never goes away, its a good initial tool but the spread gives more room for conversation.
Beasthouse
Opinionated
+5
Corporate trainer


ummmmmmm half my reps can't even spell those words

JC10X
Politicker
+8
Senior Sales Manager
hahahaha talk to HR.
UrAssIsSaaS
Politicker
+8
SaaS Eater
I agree fundamentally with what you are outlining here, with the important call out being that it needs to be delivered in conversation and naturally, not as if you are checking boxes. 

However I started my career using BANT and was very successful with it. The structure you outline makes a ton of sense for more complex sales processes and complicated buying processes but BANT can be fantastic for high velocity sales where you need to quickly identify a few key things before moving into your pitch. 

There are definitely more effective ways to run discovery now, but dont hate on the oldies! 
JC10X
Politicker
+8
Senior Sales Manager
Oh never, sega genesis, dreamcast, snes will always have a space in my heart. They're all oldies but goldies, same with BANT. It just may close some peoples paths as they have not garnered the perspective you and I might have.
Lh
Lhatem
Opinionated
+2
BDR
Definitly trying on my next calls - thanks
JC10X
Politicker
+8
Senior Sales Manager
Pleasure!
TheDirector
Good Citizen
Sales Director - Government
We use Bant just to identify which stage an opportunity is at. It’s not designed to be a conversation/sales technique.
JC10X
Politicker
+8
Senior Sales Manager
Brilliant!
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