The Sales History Podcast

Sales Process: From Buyer-Centric (AIDA) to Seller-Centric (BANT) and Back Again?

August 24, 2021 Todd Caponi Season 1 Episode 12
The Sales History Podcast
Sales Process: From Buyer-Centric (AIDA) to Seller-Centric (BANT) and Back Again?
Show Notes

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?