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?
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