![]() It is therefore necessary to bring some nuances to this system. However, the advent of digital marketing, marketing automation and more generally the web has gone through it. ![]() The BANT approach was widely used in the 1960s and continues to be a recognized business tool. What is your goal for the next 6 months?.What upcoming events would you like to be equipped with our solution for?.Here are some questions that can guide this process: The more you take a hot lead in hand, the more time it would take you to close the sale with the right sales approach such as: holding a meeting within the time limit and guiding the client in the decision. Of course you would not have the same strategy for a deal that can close next week compared to next year, that is why getting timeline information is so important to determine whether the prospect is cold, warm or hot.įocus on hot leads that express a need for urgency. But she cannot make a decision for eighteen months. Yes, you do know that your prospect has the budget, that he/she can make a decision whether or not to choose you and finally that the need is very real. The last component of BANT framework is Timeline! Timeline: When is your prospect planning on making a decision? Do you think my solution X could help your company solve this problem?.What are your current business priorities?.What are your current plans to address the problem?.Tell me about this problem, how long have you been seeing it?.With the help of your questions, you should be able to investigate the concrete need of your prospect and adapt your speech accordingly: Your role is to identify the problems and challenges of your prospects to fuel your sales pitch. Sometimes prospects think they have identified a problem without having taken the time to think about a solution. Need: What are your prospects' challenges?ĭo you think you have a chance of selling to a company that does not need your service/product? ![]() There are different tools for that, we are using Miro and we like it. In more complex organisations it could be useful to create account maps to track the decision maker(s). ![]()
0 Comments
Leave a Reply. |
AuthorWrite something about yourself. No need to be fancy, just an overview. ArchivesCategories |