Three-question diagnostic: BANT that fits the counter

## Three-question diagnostic: BANT that fits the counter

In 2014 I attended a trade fair in São Paulo and heard the acronym BANT for the first time — Budget, Authority, Need, Timing. The man on stage was from the tech industry, sold software to large enterprises, and was convinced that method worked for any kind of sale. I came back to Goiânia, sat down at my desk in the showroom and tried to apply it. I asked a client about her budget, asked if she was the decision maker, listed her needs, asked about timing. She left without buying. She also left without coming back.