Your Guide to the BANTR Sales Framework

If you’ve worked in a commissions or field sales position, or you’re looking to set up your sales team with an effective way of finding qualified leads, you’ve probably heard of the BANTR sales framework.

This framework will help your team establish a tried and true sales methodology so you can increase your bottom line.

What is the BANTR sales framework? 

Previously known as the BANT framework, this is the updated version known now as the BANTR Sales Template, which is considered to be a better fit for the modern sales process.

BANTR focuses on five core aspects for your front-line team: 

Budget
Authority
Need
Timeframe 
Relations

The goal of this process is to help you find and maintain a steady stream of qualified leads. 

Who should use the BANTR sales framework?

BANTR is useful for a sales team or marketing team trying to find qualified leads, and quickly eliminating any leads that are unqualified or irrelevant to your product or service. 

Your B2B enterprise could find the BANTR sales framework useful in identifying the right buyer persona of a business or organization to target based on their authority and product/service need. If you are a start-up, this framework could help keep your sales team efficient by targeting customers who have the means to purchase your product/service.

How to use Stormboard’s BANTR template

The five sections of the template reflect the five aspects of BANTR: Budget, Authority, Need, Timeframe, and Relationship.

Budget looks at if your prospect can afford the product, Authority asks if they can make a purchase decision, Need has you identify what the product or service can fulfill for the prospect, Timeframe asks if there is a specific deadline in regards to their need, and Relationship has you examine what might drive them to make the decision based on connections they have with you or with the product/service in question.

The BANTR template is focused around a sales prospect and is usually filled out from left-right, depending on how your team plans to use it.

Budget

This section is where you identify the budget of your prospect, and figure out if they can afford the product or not. If they can’t, there might be some negotiating needed, you may have to modify in order to fit within their budget, or you may want to pass on this lead altogether. 

Authority

Authority is all about the prospect’s ability to make a purchase decision — in other words, are they the one that has the authority to approve and make the purchase. If the person you are initially in contact with doesn’t have authority, you will have to find a way to get in contact with the person who does. 

Need

This next section is where you will identify the reason the customer needs your product or service and how it can help them. Narrowing this down will give you and your customer a clear vision as to why this will work for them.

Timeframe

Use this section to identify the deadline you have to work with before the product/service is required, or the amount of time the customer needs your services (if it is a temporary/short term need). You will also want to project how long it will take to close the deal. 

Relationship

This final section, which was added onto the original BANT framework, is where you will identify why the potential customer may purchase your product or service because of connecting factors, such as knowing someone in your company. If they have an established relationship with someone or with your company in general, they may be more persuaded to buy.

Conclusion

This template is ideal for sales teams who need to establish who their sales prospects are, and how to sell to them in order to move forward.

Are you interested in trying out Stormboard’s BANTR template with your team? Check out our FREE trial here. 

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