How do you close prospects and move them forward, from being potentials to being actuals?

This is a question I’m asked on a regular basis.  I talk to my customers a lot about how the majority of objections happen because you have not qualified your prospects effectively.

In this video series, I talk through how you can learn to qualify your leads using BANT.

What you'll get:

• 10 Course Videos which delve into the BANT Sales Methodology
• 8 Downloadable resources with effective BANT techniques to use in your sales process

BANT stands for Budget, Authority, Need and Time. I’ve outlined a few questions you should be asking your prospects in order to qualify them and eventually bring them over the line.

Those questions are:

BUDGET:
Has the budget been set aside for this project?
What is this problem costing you?
How do you typically get approval to spend your budget?

AUTHORITY:
Is there anyone else involved in the decision-making process?
Who is involved in setting the budget?
What does the decision-making process look like at your company?

NEED:
What are you main areas of priority?
How long has this been a problem for you?
How much are these issues costing you in terms of time and money?

TIMING:
What has prevented you from fixing this problem in the past?
What kind of timeframe are we looking at to implement this?
What has made you look into this now?