bant-qualification
Installation
SKILL.md
BANT Qualification
BANT qualifies prospects on four dimensions: Budget, Authority, Need, and Timeline. It's the simplest and most widely used qualification framework in B2B sales. A prospect must demonstrate enough signal across all four dimensions to be considered qualified. BANT works best for transactional and mid-market sales where the buying process is relatively straightforward.
The principle: BANT is a framework for structured thinking, not a checklist to interrogate the prospect with. Never ask "Do you have budget?" "Are you the decision-maker?" "What's your timeline?" in sequence. That's an interrogation, not a discovery call. Uncover BANT through natural conversation.
The 4 Dimensions
B - Budget
Does the prospect have (or can they get) the money to buy?
| Signal level | What it looks like | Qualification status |
|---|---|---|
| Strong | "We have $X allocated for this" or "We budgeted for a tool in this category" | Qualified on budget |
| Medium | "We'd need to find budget" or "It depends on pricing" | Needs exploration. Not disqualified |
| Weak | "We have zero budget for new tools" or "All spend is frozen" | At risk. Explore workaround or timeline for next budget cycle |
| Unknown | Budget hasn't come up yet | Must be explored. Don't assume either way |