The Sales Qualification Guide: BANT Framework That Works

Your salespeople are busy. Meetings every day. Emails. Demos.

But nothing closes.

Not because your team is bad — but because they’re not qualifying properly.

What is BANT?

BANT stands for:

If any element is missing → it's NOT a real opportunity.

Budget

If they don't have money, nothing else matters.

Questions:

Red Flags:

Authority

You're speaking to someone who likes the product but can’t buy.

Questions:

Red Flags:

Need

A prospect in a meeting does NOT mean they have a clear need.

Questions:

Red Flags:

Timeline

Reps misread timelines constantly.

Questions:

Red Flags:

How to Use BANT in Your Sales Process

Early Call

Check Need + Timeline

After Demo

Confirm Authority

Before Proposal

Confirm Budget

The Bottom Line

BANT won’t close deals for you — but it will stop you from wasting time on dead deals.

If you want to implement this in your team, let’s talk.