The BANT method, and more recently the GPCTBA/C&I method, can be used to qualify your potential customers. This means you can prioritize your prospecting by working with certain prospects rather than others, as they are more likely to become your customers.
The more a prospect meets your requirements, the more you need to prioritize them. Generally speaking, a good prospect meets 3 of the 4 conditions.
Budget :
Can your prospect afford your product or service?
Even if you’re the best salesman in the world, you’ll have a hard time selling a private jet to the average person. So don’t waste your time on prospects who can’t or won’t pay the price for your products.
Authority:
Does your prospect have the authority to make the decision to buy the product?
If your prospect is a trainee or a company director, this will change a lot for you. You need to focus your time on the prospect who might choose to buy your product or service.
Requirements :
What are your prospect’s needs?
To do this, you need to get in touch with the prospect and really understand their needs, so you can offer them an experience that’s tailor-made for them. If you can’t meet the prospect’s needs, stop wasting time conversing with them.
Time :
When does the prospect need the product or service?
If your prospect needs your product several years from now, then you can focus on the prospect who needs it now.