The factors necessary for the successful conclusion
The abbreviation denotes of a contract availability of a budget for the purchase of a product or service being sell. It is measures in money that is provides in advance by the company’s budget. For the year or that has not yet been budgets. The presence in the purchasing center of a person with the authority to make decisions on the transaction . It is important for the seller to know who it is. Establish direct contact or politely indirect through the decision-maker or secretary. Ideally, this factor is already clearly formulates and is felt, for example, in the process of warming up a lead by marketing forces, which moves along the sales funnel and requires less attention from the seller.
Assessment of time costs
The customer has a clear understanding of how long he wants to solve the problem. The interpretation of this parameter varies by product. This is the time and actions of the parties who are limites in making a decision on a transaction, or the time for introducing a Indonesia Phone Number List product, installing equipment, etc. How it works The American company IBM began scoring leads using BANT 70 years ago. But the method does not lose its relevance even now: it is widely uses in the sale of complex (expensive) products to individuals or businesses, for example, realtors, equipment sales managers, etc. The advantage of the methodology is the ability to quickly assess the situation and understand what strategy of behavior should be followers with a potential client and what resources it will cost to conclude a deal.
Fill out the brief
A comprehensive assessment of your marketing with a mesiea plan from marketers. Example of application of the technique The company sells production Latvia Phone Number List machines. Here’s what the salesperson needs to find out from the person on the other end of the line. “Have you includes funds in the company’s annual budget for the purchase of new equipment?” If the answer is yes, you can check box “B” . If the budget is unknown, you nees to feel out how likely the deal.
