What is BANT, and how do I use it?

BANT stands for Budget, Authority, Need, and Timing. It is a tool you can use to qualify a lead in order to see if there is a business opportunity there.

Budget
Here, you want to see if the customer has a budget for the project so that he/she can buy from you.
Questions to ask: What are you currently spending on this problem? How much is your budget for this project?

Authority
In the Authority part of the process, you want to find out who the decision-makers in the project are so you know who should be involved in the sales process and whom you should speak to.
Questions to ask: Who will be using the product or service? Who else will be involved in this decision?

Need
Need is the most important item. Here, you have to determine if the customer has a need and, if so, what that need is.
Questions to ask: What problem do you have today with X? What will happen if you do not address this problem?
Qualifying Sales Leads

Timing
The timing is important to qualify so you know how long it will take you to close the deal, if the need is for this month or for next year, and so on.
Question to ask: What timeline do you have for this project?


I hope this helps you qualify your prospects in your sales journey.