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21 Super-Effective BANT Questions
Top reps close deals because they know how to find the right buyers. But you don’t have to be an A-team seller to supercharge your qualification process. You just need to ask the right BANT questions, which we’ve compiled in a handy asset that any rep can use.
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What you'll learn about BANT questions:
- The BANT framework
The questions are categorized by each part of the BANT framework, that is: budget; authority; need; and timing. Learn the framework and you learn what the right buyer looks like. - Become a BANT master
The power of BANT questions is what they reveal about the buyer. Are they really a decision maker? Is your solution really the right fit? And are they really ready to move forward? Our BANT questions examples help you find the answers. - How to trigger long responses
Here’s a little secret: the longer your buyer talks in response to a question, the better it is for the overall deal. In fact, our research shows a direct correlation between response lengths and close rates.
How to use the BANT questions:
- Confirm the buyer's budget and pain
These two indicators might be the most reliable in terms of qualifying a buyer. If their budget is outside your target, or their pain is misaligned with your solution, the deal might cause more headache than it’s worth. - Triangulate the influencers
Among these BANT questions examples, the authority questions are about connecting with the shot-callers in the organization. These questions will help reps add more threads, expand their own influence, and understand the best path toward purchase approval. - Keep slow-walkers out of your pipeline
Some buyers only think they’re ready to buy right now. Use these BANT questions examples to ensure that the prospects in your pipeline are engaged and aligned with your organization’s ideal sales cycle.