It happened. I jumped into a sales call and heard those dreaded words. The presales architect had identified the right solution based on requirements. They aligned the technology to the need and provided what they believed to be the right balance of capabilities to cost. And the prospect came back with, “this seems great, but it is tens of thousands more than the top budget we had approved.
They’d skipped the budget in BANT. My jaw dropped.
The Presales Framework is fantastic. I have used variations on it at companies and seen revenues grow by millions. It is an approach that builds the a strong and repeatable presales engine. But none of that matters if you skip the basics. And after decades of doing this, nothing (and I mean NOTHING) replaces knowing BANT.
You have to know if the BUDGET fits.
You have to know if the person you are talking to has the AUTHORITY to buy what you are selling.
You have to align the solution to the NEED.
you have to know if you can deliver the solution inside the TIMELINE they require.
However you get there, you have to know this. The best presales approach in the universe cannot overcome missing on any of these fronts. And I would argue, the best presales approach in the world (let along sales) starts with the BANT basics.
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