10856号英文短句/话术模板 贯穿购买周期的销售资格评估——BANT问题（28个）

预算问题 Budget Questions

• Do you currently have a budget allocated for this solution, or will you have to make the case for one?
• What is your budget for this solution?
• Is [price range] within your budget?
• How much have you spent on similar solutions in the past?
• What is your annual revenue?
• Are you comfortable with our billing cycle? (Annually, etc.)
• Would you agree to annual billing if we can provide a discount?
• Would you be willing to meet us at our price if it means great service?
  更好的产品往往成本更高。你可以感受到联系人对优质客户服务是否渴望，尤其是这是你公司引以为豪的东西时。

权限问题 Authority Questions

• Are you the decision-maker?
• If not, who is the decision-maker?
• Is there anyone else in your company you’d like or need to include in these discussions?
  这个问题可以尽早确定是否有上级、同事或同事需要买进这个决定。更大的团队或多个决策者意味着你可能需要从多个角度解决销售问题。
• Do you anticipate any pushback from your colleagues or superiors against this solution?
• Who first decided to explore the idea of this solution within your company?
• What are the best times/days to follow up with you for the next steps throughout this process?

需求问题 Need Questions

• What are your biggest challenges this year?
• What are your biggest priorities this year?
• What has your growth been to date?
• What are your business growth goals for this year?
• One of the most common issues we keep hearing about [blank]. Is this an issue for you?
  如果你的产品或服务成功解决了某个普遍面临但很少被解决的问题，你就可以利用这个问题作为机会让你的潜在客户了解它。
• Who are your biggest competitors?
• What are your company’s competitive strengths and weaknesses?
  提出这个问题，看看你的产品或服务是否能增强他们的优势，帮助他们解决他们的弱点并将其转化为优势。
• How much emphasis do you place on service in a package like this?

周期问题 Timeline

• What’s prompting you to do something about this challenge/opportunity now?
• How urgent is the issue?
• What is your timeline for making a decision?
  企业级的交易可能需要几年的时间。小型企业或个人的购买可能在一天之内发生。通过确定一个合理的谈判、成交和交接的时间周期，为自己和你的潜在客户设定适当的标准或预期。
• What is your timeline for seeing results?
• How long have you been facing this problem/dealing with these pain points?
• How soon would you be open to installing/onboarding/delivery?