The N in BANT stands for Need. Need refers to whether or not the prospect’s company has an ongoing need that you can solve. Here is where you can show your listening powers as a sales rep and effectively outline the need and outcome you can help achieve for the client. Follow this outline below and frame your

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?

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?

How to apply: Here is where you can re-iterate the budget your client has outlined in previous sales conversations, and confirm that they do indeed have a budget for your technology, product, or service. Use these questions as prompts:

• 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: does the lead have decision-making authority – i.e. are you talking to the right person?

How to apply: Part of the BANT methodology is identifying decision-making authority. Ie. are you talking to the right person? Here is where you can outline your client's team involved in the decision, and confirm on your next call, whether the right people are included. Use these questions during the sales conversation as prompts:

• 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?

Timing: does the client have a clearly defined timeline to close the deal?
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​How to apply: Outline the high-level timing with the client, or go one step further and include a Mutual Action Plan. Use these questions to prompt a proactive discussion around 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?