Skill

Sales Qualification (BANT)

Sales and E-Commerce

BANT (Budget, Authority, Need, Timeline) is a classic sales qualification framework used by salespeople to determine whether a prospect is worth pursuing. Reps use it to assess whether a lead has the money to buy, the power to decide, a genuine business need, and a realistic purchase timeframe. It originated at IBM and remains widely taught in sales training programs, though many modern sales organizations supplement or replace it with frameworks like MEDDIC or CHAMP.

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• SPIN Selling