AE: How to Qualify Prospects Using the BANT Framework

One of the biggest mistakes sales reps make is to spend too much time chasing leads that will never close. In this simulation, you will learn how to use the BANT qualification framework to determine if your prospect is a viable sales opportunity.

The simulation consists of 10 interactive exercises that are divided into two modules. In the first module, you will learn how to ask effective questions to determine your prospect’s budget, authority, need, and timeframe. In the second module, you will practice qualifying prospects, calculating their BANT scores, and prioritizing opportunities.

The BANT framework will help you identify the most promising opportunities in the early stages of the sales cycle and weed out prospects that are never going to sign the deal. You can download the examples of BANT questions and the scoring table in PDF for future reference.