BANT for the Sales Team

Author: Ryan Strandin, Sales Result Inc.
Posted: August 20th, 2015

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If your sales department has trouble qualifying leads quickly, then have them all fill out a BANT form for each lead. Have four columns titled Budget, Authority, Need, and Time. For each lead they talk to, have them put a check mark in the columns that are qualified, and an "X" in the column that disqualified them (if any). This will cause a mental shift in the sales team, having them hunt for sales qualifications when they get on the phone, instead of just having conversations.


Lead Qualification, Objection Handling, Time Management


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