Need : if that person needs your product or your company email list now or if, on the contrary, it does not solve any current need/problem. Occasion – Whether it is the right time for that person to enter the business process or whether it is better to wait. In this article I'm going to talk about authority and share with you some tips on what we do at InboundCycle to company email list and take advantage of it. Do you like what you are reading? subscribe EMAIL * your email I have read and accept the Privacy and Cookies Policy . A for authority A stands for 'authority' and occupies the company email list position within the BANT acronym . This concept refers to whether or not the person you are talking to has the power to decide on a purchase .
This quality may have a budgetary component , if it is the company email list who will approve the provision to meet the payment; or it can also be related to approval , when it comes to the profile that is going to bet on the services or the product that you offer. In any case, it is very company email list to speak with the authority, since: Save a significant amount of time. It allows to increase the efficiency of the sales process: influencing it and negotiating the agreement. It makes possible the company email list of not depending on a second person or their criteria. To qualify a business opportunity it is important to speak with the authority.
Authority is a rather controversial variable because, unlike company email list, such as the budget, which can be very restrictive and makes things very clear (if there is a budget, there are possibilities; but if there isn't, there is no choice but to wait) , In this case, it is not so. Sometimes, even if the interlocutor is a person who does not have the authority and lacks decision-company email listpower, in the end, the commercial process can end in a purchase . In fact, today, in many companies there is no longer a single decision maker . A sale must have the approval of company email list people. This implies that you must sell the product to different profiles, which you have to know and work at the same time.