Qualify your prospects with BANT

1. Budget: what are they willing to spend to buy the product or service?

2. Authority: who needs to be involved in the purchase decision?

3. Need: what needs or conditions must exist before your product would be of value to the potential customer?
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4. Timing: How soon will the buying decision be made?

Source: John Coe, The Fundamentals of B2B Sales and Marketing, McGraw-Hill, p. 127