Today we are going to discuss an enormous time wasters.

One of the steps in the sales process I wish I had been better at when I first started out was Qualifying prospects.

Let me tell you about a term thrown around in larger companies, it is called BANT.

Budget

Authority

Need

Timeline

Here is how I have been qualifying for years. 3 simple questions I ask myself.

Do they want us? 

Do they need us?

Can they afford us?

I think this is a better fit for small business, especially if you are doing your own prospecting.

Hello and welcome to the selling to small business podcast.

I am Rob Delory, your host, and I look forward to talking with you about everything related to sales.

I am not here to be your motivational speaker. 

What I am here to do is talk to you about skills, techniques and sharing stories from my experience so you have the confidence to go out there and sell.

So give me a listen and I hope I can help you to close more business.