Sales Process: From Buyer-Centric (AIDA) to Seller-Centric (BANT) and Back Again?
Audio Podcast
Todd Caponi
Podcast Episode Description
The question: Where did the qualification construct BANT come from? In looking for the answer, I realized something…
Sales processes of the early 20th century? All buyer-focused steps – what is the buyer doing?
Sales processes since the 1950’s, when BANT came around? All seller-focused, all the way down to our CRM stages.
To be truly buyer-focused, shouldn’t our processes & measures be housed in recognizing buyer behavior?
Know Someone That Might Like This? Why Not Share!
Know Someone That Might Like This? Why Not Share!
Other Podcasts You Might Enjoy
The Salesman Who Lacked Courage – A Negotiating Story from 1907
The Salesman Who Lacked Courage - A Negotiating Story from 1907 Anxiety in negotiating is timeless. In this episode, I tell a story written in 1907 about a salesperson who lacked courage as it relates to delivering and negotiating price. It has so many lessons that...
The Most Significant Sales Keynote In History
The Most Significant Sales Keynote In History Picture this. A sales conference featuring the then-sitting president of the United States as the keynote speaker. It happened in July of 1916. It wasn’t because the president had nothing going on that day, happened to be...
How Legislation Has Shaped the Sales Profession More Than Technology
How Legislation Has Shaped the Sales Profession More Than Technology This may sound crazy, but I truly believe that government legislation has had a larger impact on changing the sales profession than has technology or the proliferation of information available to...
0 Comments