BANT Selling is a B2B sales methodology that is designed to help salespeople qualify potential customers based on four key factors. The acronym stands for Budget, Authority, Need, and Timeline. Here’s a more detailed look at each of these factors:

  • 1
    Budget: This refers to the customer’s financial resources and their ability to purchase the product or service being sold. The salesperson should seek to understand the customer’s budget and position their solution in a way that fits within that budget.
  • 2
    Authority: This is the person or group within the customer’s organization that has the authority to make purchasing decisions. The salesperson should identify who the decision maker is for the customer, and seek to build a relationship with that person.
  • 3
    Need: This refers to the specific business problems or pain points that the customer is experiencing. The salesperson should seek to understand the customer’s pain points and position their solution as a way to address those problems.
  • 4
    Timeline: This is the timeframe that the customer has for making a purchasing decision. The salesperson should seek to understand the customer’s timeline and guide the customer through the sales process accordingly.

Timeline: This is the timeframe that the customer has for making a purchasing decision. The salesperson should seek to understand the customer’s timeline and guide the customer through the sales process accordingly.