Bant Framework

Imagine a software company that sells a project management tool. The sales team receives an inquiry from a mid-sized business interested in their product. To determine if this lead is worth pursuing, the team applies the BANT Framework. First, they assess the **Budget** by discussing the potential buyer's financial capabilities and whether they can afford the software. Next, they identify the **Authority** by confirming whether the contact person is the decision-maker or if there are others involved in purchasing decisions. Then, they explore the **Need** by understanding the specific challenges the business is facing and how their tool can provide a solution. Finally, they evaluate the **Timing** to determine whether the business is prepared to implement a new tool in the immediate future or if this is part of a longer-term plan. By using the BANT Framework, the sales team can prioritize this lead effectively, focusing their efforts on those most likely to convert into a sale and ensuring a tailored approach to their engagement with the prospect.