BANT criteria is more than just a checklist.
Instead, this tested strategy ensures your company discovers the best leads while building a meaningful relationship with them.
The key to making this system work for you is asking BANT lead qualification questions.
Below, I’ve compiled the best questions to help your reps determine who’s best qualified to buy your products or services!
Let’s take a look!
Budget Qualification Questions
We’ll start with some budget-focused questions you can ask your prospects.
These questions help your sales agents determine if leads will convert to sales conversions.
What budget have you set aside for this project or solution?
This question lets you learn what products or services would be a good fit for this lead.
Also, it ensures you’re going after consumers who can afford what your company offers.
Could you estimate how much your organization is currently spending on similar solutions?
With this question, you’re determining whether the company has already bought your products or services (or something similar).
If they haven’t purchased things from your company, you must convince them that your company is superior to competitors!
Are there any financial constraints we should know when proposing our solution?
This question is great for learning about the company’s budget and potential financial constraints.
Knowing this can help you adjust your sales call and pricing accordingly!
If there isn’t a dedicated budget right now, when do you anticipate the budget approval for this project?
This question helps you determine the company’s timeline and whether or not you’re talking to a decision-maker.
Your team needs to know if there isn’t an immediate budget set so they can focus on other prospects while the client determines their budget.
Is the budget flexible, depending on the value provided by the solution?
Here, you determine how set in stone a company’s budget is.
Also, you can see whether the price factor is actually that big of a deal for your customers.
Will there be a separate budget for implementation and ongoing support, or does it need to be included in the overall cost?
This question ensures you know any budget restrictions and expectations from the prospects.
It also tells your team whether separate funds are allocated for implementation and support so your reps know what to pitch!
Authority Qualification Questions
Below, I’ve compiled some questions regarding the authority aspect of the BANT framework.
Let’s take a look.
Who will be the primary person responsible for managing the budget for this project?
This question helps you understand who’s in charge of purchasing decisions.
Also, this information ensures you talk to the right person when there are budget changes, add-ons, etc.
Can you describe your process for budget allocation for new initiatives?
This question allows you to learn about the company’s decision-making process.
For instance, you can determine who needs to approve investments and how long it takes to make decisions.
What is the allocated budget for addressing the problem or need that our product/service can solve?
Here, you’re determining whether there will be a price obstacle for the prospect’s organization.
Also, this question emphasizes that your company’s products or services are beneficial because they’re solving problems!
Is the budget flexible if the proposed solution demonstrates a high potential return on investment?
This question helps you learn if the budget is flexible depending on the value proposed by your solution.
It can also help you determine whether a customer will buy from you, especially if they understand how much of an improvement and return on investment your company’s products or services can bring!
Remember: different buyer personas may be willing to spend more if it means earning more in the long run.
Have you considered the potential cost implications if the issue isn’t addressed promptly or adequately?
This question is vital to help buyers understand the repercussions of not buying your products or services.
It also lets you emphasize the importance of taking action and purchasing from your company!
If the solution proves successful, would there be scope to expand the budget for further implementation or integration?
This question is excellent because it determines whether the prospect is thinking long-term.
Additionally, this question shows that your company can continuously offer products and services that benefit their organization.
This data also ensures you reach out to these customers down the road and inquire about further services or products.
Need Qualification Questions
These questions help determine if a lead needs your products or services to solve a problem they’re experiencing.
Qualification questions are essential to the decision criteria for qualifying leads.
Let’s take a look.
Can you describe the problem or challenge you hope to address with our solution?
Here, you immediately determine if your product or service will benefit the customer.
This question also ensures the prospect understands what your company offers.
How is this issue currently impacting your business operations or performance?
This question allows you to quantify the issue within the customer’s work environment.
It also helps determine how big of an impact this problem has on their operations so you can adjust your sales call and pitch accordingly!
Have you tried any solutions to address this problem in the past? If so, what were they, and why did they not meet your needs?
This question ensures your team doesn’t offer something the prospect has already tried.
So, instead of wasting time with one product, you already understand that you must offer something else to make the potential customer happy!
What is missing from your existing solutions that our product/service could provide?
This question is great for understanding the customer’s needs and how your product or service can help.
It also allows prospects to describe what they’re looking for so you can provide a tailored product that meets their needs!
How critical is finding a solution to this problem for your organization now?
This question determines how quickly the lead wants to make a purchase.
It’s crucial not to push the buying process on customers who aren’t ready.
If our solution meets your needs, do you see other areas where it could be implemented in your organization?
Here, you’re subtly finding more sales opportunities immediately or in the future.
This question helps you understand the lead’s organization and how your products or services can benefit various departments or functionalities.
Timeline Qualification Questions
The timeline-focused questions ensure you don’t rush a prospect through your sales process.
Understanding the lead’s timeline also ensures you allocate your team’s resources, time, and money to the correct spots.
What is your expected timeline for implementing a solution to this problem?
This question allows you to gauge how fast a customer wants to make a purchase.
And if a customer needs more time, you can focus more on upcoming sales.
Are there any specific deadlines or milestones we need to know?
This question lets you understand if you must know about any time restrictions.
It also helps you prioritize leads and promptly guide prospects through the sales process!
How soon will you start the project if our product/service meets your needs?
Understanding a project’s start date ensures your company can offer the proper time, resources, and attention.
Does your organization have seasonal or market-related cycles that could impact the implementation timeline?
This is an important question, as certain times of the year may be too busy for prospects to consider purchasing.
It also allows you to plan ahead and adjust your outreach accordingly!
What are the potential consequences if the implementation doesn’t happen within your preferred timeline?
This question allows you to understand how crucial the timeline the prospect offers is.
For instance, some companies may need a product in two weeks to meet customer demands.
In other cases, organizations aren’t rushing to complete the project.
If our solution proves successful, how quickly do you foresee it being rolled out across other areas of your organization?
The data your company gets from the above question helps you secure future deals and understand if the organization is interested in expansion!
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