The customer's budget is an important piece of information to look for in B2B negotiations. Whether a prospect has enough money to adopt your solution can reveal how likely they are to make a purchase.
Example of the problem:
1. Can you estimate how much you would be willing to spend on the solution?
2. (If already using a similar service) How much do you currently spend?
3. Would you be willing to meet us at our prices if it means quality service?
4. [Price range] Is it within your budget?
A - Authority
In B2B business, even if your contact is a senior manager, they are usually not in a position to make the final decision on the purchase on their own. For this reason, we need to ask questions to find out who the real decision makers are and try to involve them in future negotiations.
Example of the problem:
1. Is there anyone else on your team who should be involved in this discussion?
2. Which team members will use this solution?
3. When was the last time you implemented a cameroon telegram number database similar solution? Who were the stakeholders involved in the process?
4. Would you like to include them (all stakeholders mentioned) in our next meeting?
N - Requirement
If your company’s sales proposal doesn’t align with your prospect’s actual needs, then naturally they’ll reject it. Note that these “needs” don’t refer to your contact’s individual needs, but to the needs of their entire organization.
Example of the problem:
1. What do you consider to be your biggest priority this year?
2. What are the main challenges your team is currently facing?
3. One of the most common questions we hear is [problem]. Is this a problem for you?
4. What motivates you to try new things now?
5. How did you hear about us?
6. What were the limitations of similar solutions you have tried in the past?
T - Timeframe
It’s also important to understand your client’s timeline so you’re both on the same page. If you try to close the sale too soon and they’re just trying to gather information about their options for the time being, you could end up damaging the relationship and losing the sale.
Example of the problem:
1. How urgent is the problem?
2. What is your timeline for seeing results?
3. How soon can you try [solution]?
4. How long have you been dealing with these issues?
Why is BANT so popular?
When would you realistically like to see this resolved?
-
- Posts: 226
- Joined: Sat Dec 28, 2024 3:41 am