Master the art of qualifying your B2B sales prospects with BANT (Budget, Authority, Need, & Time)
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01:58 Budget
04:56 Authority
07:02 Need
08:39 Time
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One of the biggest secrets to succeed in sales is to sell to people who NEED your product or service.
Learn how to qualify your prospects and earn the right to buy from you in my latest KZread video here.
I know this sounds obvious, but let me explain...
Most salespeople treat likes like they're going to war.
This causes them to be aggressive during sales meetings and push and push even when prospects politely tell them no.
But if someone does not need to buy your product or service, pushing harder isn't going to help (unless you want to guilt someone to buying, which I wouldn't recommend).
So instead, we're going to flip the script, and I'm going to show you exactly how you can qualify your prospects to see if they can BUY FROM YOU using a unique framework called B.A.N.T.
To learn how you can use these frameworks to close more deals, check out my latest KZread video here.
BUDGET
The first step of qualifying your prospects to make sure they can buy your products and services to uncover the prospect's budget. You must find the courage deep inside to ask this type of sales prospecting question because prospects will be very hesitant to share sensitive information like this.
AUTHORITY
Next is figuring out what the decision-making process looks like at a company and identifying all the key authority figures who must sign off on a deal. When doing a demonstration and presentation, it's critical to have all the key decision-makers in the room to sell directly to them and demonstrate the value you provide.
NEED
In any sales meeting, discovery call or strategy session, it's important to discover the need for your prospect to buy your product or service. To do this, you'll typically ask questions that dive deep into the prospect's pains and problems.
TIME
Any sales or business development person must get a sense of when the prospect intends to decide on whether they want to purchase your product or service. Without knowing the prospect's timeline, you'll waste months of your time following up with leads who had no intention to buy in the first place.
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Patrick Dang is an international sales trainer who started his career at Oracle in Silicon Valley and quickly became on the top performers in North America in just one year.
After gaining experience in both the enterprise and startup world, Patrick began sharing his knowledge of modern sales students worldwide.
Since then, Patrick has trained over 70,000 students across 150 countries on topics on how to start a career in sales, business development, lead generation, cold email, LinkedIn, cold calling, and sales skills.
Patrick's vision is to inspire others to pursue their dreams and provide the knowledge and tools to make those dreams a reality.
CONNECT WITH PATRICK DANG
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