When will you start implementing this plan?
Posted: Tue Dec 17, 2024 8:13 am
Do you have the capacity and resources to implement this plan now?
Would you like help thinking through the steps involved in executing this plan, so you can determine when you should implement each piece?
Budget: For this, you should ask:
Do you agree with the potential ROI of the product or service?
Are you spending money on another product to solve the problem we have discussed?
Authority: Unlike BANT, qualifying for authority under this framework is not necessarily about determining whether your contact is a decision maker.
The benefit of GPCTBA/C&I is that it allows training directors email lists salespeople to gather a wealth of information. If the product is complex, highly differentiated, and will become an integral part of the prospect’s business strategy, having these insights is incredibly valuable.
Sales reps need to enter the world of prospects to be effective business partners and advisors. However, this method may not be appropriate for all areas of the business.
ANUM
ANUM (Authority, Need, Urgency, Money) is an alternative to BANT. Learning how to qualify a sales prospect with this method will help you determine if you are talking to a decision maker.
This method works the same way as BANT, but has moved up in priority. Urgency correlates to time, while money replaces budget, but with subtle distinctions.
The budget has been updated to money to reflect the fact that we just need to find out if they potentially have the money to buy your product. Your job is then to demonstrate its value and the reasons why they should request the fixed budget for this purchase.
FAINT
This is another framework you should know to learn how to qualify a sales prospect . FAINT stands for Funds, Authority, Interest, Need, Timing.
It is designed to reflect the fact that many purchasing decisions are unplanned and therefore not associated with a set budget.
Like ANUM, representatives using FAINT should seek out organizations with purchasing power, regardless of whether a discrete budget has been set aside.
FAINT also adds interest to the mix as it engages the buyer in learning what is possible and how to achieve a new and better reality than the one they have today.
Would you like help thinking through the steps involved in executing this plan, so you can determine when you should implement each piece?
Budget: For this, you should ask:
Do you agree with the potential ROI of the product or service?
Are you spending money on another product to solve the problem we have discussed?
Authority: Unlike BANT, qualifying for authority under this framework is not necessarily about determining whether your contact is a decision maker.
The benefit of GPCTBA/C&I is that it allows training directors email lists salespeople to gather a wealth of information. If the product is complex, highly differentiated, and will become an integral part of the prospect’s business strategy, having these insights is incredibly valuable.
Sales reps need to enter the world of prospects to be effective business partners and advisors. However, this method may not be appropriate for all areas of the business.
ANUM
ANUM (Authority, Need, Urgency, Money) is an alternative to BANT. Learning how to qualify a sales prospect with this method will help you determine if you are talking to a decision maker.
This method works the same way as BANT, but has moved up in priority. Urgency correlates to time, while money replaces budget, but with subtle distinctions.
The budget has been updated to money to reflect the fact that we just need to find out if they potentially have the money to buy your product. Your job is then to demonstrate its value and the reasons why they should request the fixed budget for this purchase.
FAINT
This is another framework you should know to learn how to qualify a sales prospect . FAINT stands for Funds, Authority, Interest, Need, Timing.
It is designed to reflect the fact that many purchasing decisions are unplanned and therefore not associated with a set budget.
Like ANUM, representatives using FAINT should seek out organizations with purchasing power, regardless of whether a discrete budget has been set aside.
FAINT also adds interest to the mix as it engages the buyer in learning what is possible and how to achieve a new and better reality than the one they have today.