hey guys, thank you all for helping me whenever i ask! how you should use bant while talking to prospect?? should i be bold to him and ask for example 'how much money are you willing to spend?'
bountyhunter
help me use BANT methodology
15
Why have you picked BANT?
This is a very good question.
And if you picked it, there are lots of suggested ways to use it online that you can see via Google.
And if you picked it, there are lots of suggested ways to use it online that you can see via Google.
i tell my BDRs to look at talking about budget on an initial call like talking about politics or religion. Just dont do it. You have provided little to no value so money talks right off the bat are a little tacky unless it's very straight forward.
In my opinion MEDDICC is much stronger than BANT. unless you only do very transactional sales.
Which would be good to understand. Also if there's any training or support, or standards, for the SDR team.
do you really need that much details just to qualify it for demo? maybe its too much just for first call that sdr does. im sure it will fit better for higher role
Is your company giving you any training? Surely they have standard scripts and processes for you to follow.
sooo are you using BANT because the company is making you?
when I was an SDR i was forced to use it but i dont think it HELPS a discovery call.
you should think threw questions for each "letter".
i would NOT ask how much money they are willing to spend. But I would tell thim a range. "so Candi our solution can be from 50K-75K a year depending on a few factors. is that range something your team would be comfortable with?"
when I was an SDR i was forced to use it but i dont think it HELPS a discovery call.
you should think threw questions for each "letter".
i would NOT ask how much money they are willing to spend. But I would tell thim a range. "so Candi our solution can be from 50K-75K a year depending on a few factors. is that range something your team would be comfortable with?"
i think its pretty much good method because it literaly qualifies a lead.
tysm, you changed whole scenario in my mind.
tysm, you changed whole scenario in my mind.
it does for sure. but i just feel its easy to turn it into an interrogation and it can become very non customer centric.
Budget should always be last, if the A doesn't have the N or the T is off, talking B is a waste of everyone's time.
Do you lose a lot of conversations due the budget?
I often tell my BDR to get an understanding of the budget but let the client know that we need to know it so this information can be passed to the AE so hecan also talk to you about it and any other flexibility he can offer.
side note - we have our list price on the website.
I often tell my BDR to get an understanding of the budget but let the client know that we need to know it so this information can be passed to the AE so hecan also talk to you about it and any other flexibility he can offer.
side note - we have our list price on the website.
To me, any of these methodologies are all about priming your brain pre-meeting to get some meaningful questions ready.
I see a lot of people shitting on BANT. I still use BANT as my prep framework, with 10+ years of experience selling tech with multi-million dollar quotas, so take that for what you will.
So... what kind of questions do you want to ask? I'd say it's more about building a narrative with your prospect that ends in a path forward together.
I'd approach an initial discovery something like this:
Where do you fit in a COMPANY? Describe your role. (A)
What are you trying to accomplish (N).
Why haven't you been able to get it done / where are you stuck / why do you need help? How can we best help at this stage? (N)
If we can provide that kind of help, what kind of timeline are you on to get this done? (T)
What steps does that translate into for you, working backward from being done? What resources do you need, how long does it take to acquire licenses or services to help? What kind of internal processes do you have to deal with to get approval? (T)
How is budget assigned for this? (B)
Who approves the spend? (B)
Where do we go from here to build a story for that approver? (Next Steps)
With all of these questions, come ready with an opinion to challenge them if they give you an insufficient answer.
Just some thoughts. Of course this can differ by product / industry / size of prospect.
Unless it's a very transactional deal, it's inappropriate to ask specific dollar-figure questions about budget in a first meeting. In fact, it may benefit you to be the first to offer a price, since you can build a significant amount of trust by coming ready with a business case to justify your pricing. Push price discussions until you know they want what you've got.
Unless you know you have a hard floor on pricing. i.e. "Could you spend at least $1M on help for this problem?"
I see a lot of people shitting on BANT. I still use BANT as my prep framework, with 10+ years of experience selling tech with multi-million dollar quotas, so take that for what you will.
So... what kind of questions do you want to ask? I'd say it's more about building a narrative with your prospect that ends in a path forward together.
I'd approach an initial discovery something like this:
Where do you fit in a COMPANY? Describe your role. (A)
What are you trying to accomplish (N).
Why haven't you been able to get it done / where are you stuck / why do you need help? How can we best help at this stage? (N)
If we can provide that kind of help, what kind of timeline are you on to get this done? (T)
What steps does that translate into for you, working backward from being done? What resources do you need, how long does it take to acquire licenses or services to help? What kind of internal processes do you have to deal with to get approval? (T)
How is budget assigned for this? (B)
Who approves the spend? (B)
Where do we go from here to build a story for that approver? (Next Steps)
With all of these questions, come ready with an opinion to challenge them if they give you an insufficient answer.
Just some thoughts. Of course this can differ by product / industry / size of prospect.
Unless it's a very transactional deal, it's inappropriate to ask specific dollar-figure questions about budget in a first meeting. In fact, it may benefit you to be the first to offer a price, since you can build a significant amount of trust by coming ready with a business case to justify your pricing. Push price discussions until you know they want what you've got.
Unless you know you have a hard floor on pricing. i.e. "Could you spend at least $1M on help for this problem?"
Gap Selling > all
I think we should move to ANT because those are required to qualify a lead. Budget too, but it can be discussed later like on the 2nd call.
i like that a lot
I really depends, i feel like asking their budget when you reached out there and there isnt a clear need is not a good spot to be in
I hate BANT
My boss likes BANT as well. I don’t have a problem asking about budget but I do it in a way to understand where they are in the process for making a decision.
I usually ask something like “have you thought about a budget for this project or are you still in early stages?” It often answers how serious they are about buying or if they are just fishing
I usually ask something like “have you thought about a budget for this project or are you still in early stages?” It often answers how serious they are about buying or if they are just fishing
All of all the knowledge in the world... why bant? not really my first choice as it disqualifies many actors during the sales process.
Disqualification is a key part of sales - and you definitely don't want unqualified prospects going through your process.
Not a huge fan of BANTing, but depends on who you are selling to I guess.
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