BANT Sales Template
Optimize your sales approach using the BANT framework – craft a targeted, concise, and persuasive pitch to secure more deals.
About this template
Empower your sales team every step of the way and qualify prospects with our interactive BANT Sales Methodology template. Mobile-friendly and equipped with a range of features, including Qwilr analytics and tracking, our BANT Sales Methodology template ensures your sales representatives can win more business.
What's included?
- Overview
- Contacts
- Stand out to every buyer
- What makes us different
- Recommended plans
- ROI calculator
About the author
Tania Clarke|Head of Product Marketing
Tania heads up product marketing at Qwilr – looking after positioning, sales enablement, competitor intelligence and more. Tania brings experience from former roles at high growth startups like Atlassian and Safety Culture.
Simply put, the BANT Sales Methodology helps sales representatives qualify prospects based on the following criteria:
- Budget: does the lead have sufficient budget for the product or service?
- Authority: does the lead have decision-making authority – i.e. are you talking to the right person?
- Need: does the lead have a sufficient enough need for your product or service?
- Timing: does the client have a clearly defined timeline to close the deal?
If the prospect fails to meet any of the following requirements, they can be disqualified from the sales process, ensuring sales representatives are focusing their time on good-fit prospects, with the assistance of a proposal builder software.
The BANT Methodology is best used at the start of the sales process, essentially confirming whether the prospect aligns with your company’s objectives. Typically, if the lead satisfies three out of four BANT criteria, sales representatives continue the conversation, however, this can vary.
Other sales methodologies exist including Gap Selling, Solution Selling, and Spin Selling, with each serving their own unique purpose. Gap selling, for example, is a more problem-centric approach, while the BANT methodology is more exploratory in nature, uncovering whether the prospect is likely to be a qualified buyer. The BANT sales methodology is best used at the beginning of the sales process to ensure the lead is a good fit for your company’s products or services.
Our BANT Sales Methodology template will help your sales team win more business and close more deals, qualifying prospects with ease. With Qwilr, you have the ability to customize this BANT Sales template with our easy-to-use editor and deliver a mobile-friendly, interactive document in no time. This template can ultimately serve as a checklist for sales representatives when talking to potential leads.
Plus, take full advantage of Qwilr analytics to track buyer engagement, ensuring your sales team is on the same page at every step of the sales process. Our BANT Sales template empowers your sales team to make the right decision when qualifying prospects and focus their efforts on good-fit prospects, increasing the overall revenue contribution from your sales motion.
Here's a quick video overview of how to get started with this template:
Our BANT sales template will equip your sales representatives with the ability to qualify prospects more efficiently. You can also book a demo if you are looking to get started with Qwilr!
- Determine your BANT sales methodology questions. BANT Sales Methodology questions typically help uncover whether clients have the budget, internal influence, need, and an appropriate timeline to close the deal.
- Align multiple stakeholders within one mobile-friendly, interactive document.
- Track every interaction and click through with Qwilr analytics, monitoring prospect engagement.
- Simplify the qualification process and ensure alignment across your sales org.
- Empowers your sales team with all relevant information on the potential client in one impressive document.
- Disqualify prospects easily that do not meet BANT sales methodology requirements.
- Embed security and compliance information to keep the prospect in the conversion funnel and anticipate your prospect’s needs.
- Guide prospects throughout the sales process.
- Ability to embed further sales collateral, like videos or spreadsheets – avoid attachments and links getting lost in email chains.
A tool packed with features
Brand control
Establish your brand settings once and automatically apply to every piece of collateral.
Payments
Collect payments instantly from customers with Stripe or direct to your own payment system.
Security & GDPR
Add security features like password protection and link expiry to protect sensitive content.
Embedded content
Add Calendly links, videos, surveys, Looms, GIFs and more to every page.
E-signature
Get deals signed on the spot with built-in e-signing ability.
Asset library
Create a library of reusable content for sales reps.
ROI calculator
Showcase your value with an interactive ROI calculator embedded in your Qwilr pages.
Team management
Set up permissions so your team accesses only what they need.
Interactive pricing
Empower buyers with interactive pricing plans and quotes.
Templates for every use case
Explore templates for sales, marketing, customer success, sales enablement and more.
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Frequently asked questions
The acronym BANT stands for: Budget, Authority, Need, and Timing.Each of these helps sales representatives better qualify potential leads. Budget, for example, refers to how much money the prospect can afford to spend on a solution. Authority evaluates the degree to which the prospect influences the purchasing decision. Simply put, do they have the authority to close this deal? Next, Need refers to whether or not the prospect’s company has an ongoing need that you can solve. Finally, Timing refers to the timeframe in which the prospect will make their purchasing decision. If there is no urgency to get the deal done, prospects may be best disqualified from the sales process until the need is more pronounced.
There are a number of questions sales representatives can ask prospective leads in order to qualify them via the BANT sales methodology. Here are commonly asked questions by sales reps using the BANT qualification method.
Budget:
- How much money is budgeted for this?
- How much do you spend on similar products and services?
- What do you need from me before getting the budget approved?
Authority:
- Who would be the decision-maker on this purchase?*
- What is your company’s decision-making process for similar solutions?
- How can I help you position this solution to fellow decision-makers?
Need:
- What problems are you trying to solve with this solution?
- What do you hope to achieve when this solution is implemented?
- What is the revenue implication of not solving this issue?
- What are potential roadblocks?
Timing:
- What is a realistic timeframe from resolving this problem and implementing a solution?
- How does this solution align to the broader company strategy at this time?
- Would you have the appropriate resources to start implementation right away?
The BANT Sales Methodology is still prominently used to qualify potential leads, dating back to over 70 years ago. The BANT qualification process can be leveraged in a modern context, however, with slight changes to the framework. When discussing a prospect’s budget, sales representatives should take into account value delivered (i.e. cost-savings, revenue created) rather than simply determining whether the lead can afford their services. For authority, sales representatives should inquire further of their prospect’s decision-making hierarchy and process. Sales representatives that go one step further with the BANT sales methodology and questioning will ultimately have more success at closing deals.
The BANT sales methodology is a great way to help sales representatives determine whether or not a prospect is a good fit for them. The BANT qualification model takes into account a prospect’s potential budget, their internal influence to close the deal, their need for the product, and ultimately, whether the timing is right. The BANT sales process ultimately helps sales representatives focus their efforts on qualified prospects, ensuring all leads are a good fit with the company’s business objectives.
BANT is popular because of its simplicity when compared to more thorough sales methodologies like MEDDIC.
Ultimately, the BANT sales methodology allows your sales representatives to focus their efforts on qualified prospects. While other sales models take into account similar factors such as budget, and timing, the BANT qualification process is far more stringent. In fact, if prospects fail to meet BANT sales methodology criteria, they are disqualified from the sales process. The BANT sales process is essentially an easy-to-follow checklist, ensuring your sales representatives are spending their time with prospects that not only have the budget and internal influence, but also have urgency to close the deal.