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one of the questions I'm asked all the time as a sales mentoring trainer is James how do I close prospects and move them forward from being potentials into actuals of course there is a skill in being able to engage in close in the right way but I talk to my customers a lot about how the majority of objections happen because you have not qualified the opportunity clearly enough there are lots and lots of great models that you can use to help you qualify the prospects you have but in this video I'm gonna share with you a model I think works really well and is a great way for you to start building sales success and additional skills while qualifying your prospects using the BAM process let's take a look at video and see how we can use Bant to get you better sales results [Music] so when you engage with a new prospect for the first time one of the key things you've got to do is to be able to qualify them to see if they're a fit to work with your business and this is one of the areas that I see so many small businesses fail to do effectively when you qualify a prospect through the questions that you ask you give yourself a better chance of a seen if you can work with them in the future but B being in a position where you then don't get further down the sales process and find there are barriers that get in the way of you making the sale many of those berries can be addressed if you qualify effectively at the start of the process and I've always said to my clients that there are different models there's champ there's GP CT but I really like the model balance as a way of been able to help you qualify your prospects effectively let's talk through BAM and what that model is and how you can use some of these questions to get the better sales results the first element around Bant is budget and we all know that budget is a key requirement for any customer potential custom that you're looking to work with the first thing many people will always ask is what is it going to cost me or what's the price of this and as I've said before in other videos it's generally never the price but it's the value that they associate with the service that you provide but if you qualify effectively you some of the questions with outlined here related to budget it can help you ensure that you don't waste time trying to engage with a prospect that really has no interest in engaging with you and spending the money on your service so what are some of the questions you can ask them in order to better clarify the budget situation maybe ask the question has a budget being set aside for this or how much is this problem costing you so that you can focus not just on the cost but on the potential return that it can give the prospect or how do you typically get approval to spend your budget questions like these are simple questions that you can ask to be able to get into the mind of the prospect and find out what's really happening is money there to be able to move forward of your project or is this something they're gonna have to then go and get from another source and one of the difficult sometimes think questions to ask is is there a budget set aside and how much is that and I always say to my customers to be able to ask questions such as typically in a project of this nature the budget ranges from this to this how does that fit with your plans and those types of questions and they believe really understand what the prospect thinks to that sort of figure and whether that can meet with their budget plans and expectations qualify effectively around budget and it's going to save you a huge amount of heartache further down the line the next key element which is really essential in your qualification process relates to authority the end of the day in business there are decision makers and there are influencers ultimately it's the decision makers who sign the forms and make sure that money gets into your bank account but the challenge so many time for prospects and companies that I work with is that they fail to really clarify who's involved in making that decision I was with a client the other day who felt that the person a were presented with was the director and therefore the ideal person to make the decision when they probed a bit further they find that hats are still go to a board who then made a final decision so always be able to ask the question as to where that authority lies some of the questions you cannot include is there anyone else involved in the decision-making process in addition to yourself or can who sets the budget for these type of programs or what does the decision-making process look like at your organization how does that work asking those questions really helps you identify who's gonna be key to making the decision so that you can engage with those people make sure you have the right relationships in place to get the decision that you want one final tip that I always say to my clients as well is don't be in a position to say to someone are you the decision-maker because people will invariably say yes because they feel like they want to look important if you feel that there could be someone else involved just safe them apart from yourself is anyone else involved in making this decision which then enables them to be able to show their importance but also involve other people if they do have to go up through a hierarchy in order to get the decision focused on Authority who's gonna make the decision around the project or service that you offer and try and understand what's key for them in making that decision do that and I can assure you it's gonna give you a massive help when it comes to them being able to move your project from in a potential into a reality the third aspect I talked a lot about in my videos in with my customers is around the need or the problem or the one that the customer has in the bank model it's need but we all know it's the one or the problem that the prospect you're working with has and if you really can't understand and get under the skin of your prospect and find out what's causing them to want to do this it's gonna delay protect your business for you going forward so questions around the need you can ask are what are your main priorities at the moment or how long has this been a problem for you or how much of these issues costing you in terms of time and effort and the responses that you get back from your prospects will give you an insight into how big a challenge this is for them if this is the pain they really want to get solved and it's really affecting what they do as a business the chances are they're going to want to make a decision quite quickly but if it's something that's maybe just an issue that's been on their mind it's ten percent of their daily life and it's not major concern be prepared for a long way in your sales process or for them to leigh-anne delay until they really feel it's right for them focus on the need although as we talked about before the one to the problem and it's gonna help you identify what your prospect really wants and help you then deliver a service that can meet that need and get them on board as a customer the final element around the BAM process is the time and the timing that's going to relate in terms of the decision for your project or service once again so many prospects engaged I've been there myself have made the mistake or I've engaged with the prospect over a period of time but a great relationship agreed they've got a budget a great day with the decision maker and then found out that actually they weren't even going to do anything until the end of next year frustrating when that happens you commit lots of time and you want that time to be valuable over the course of the next two to three months and the prospects got other ideas so maybe look at some questions you can ask to have to clarify the timescales that your prospects working with questions such as what kind of time frame are we looking at here to get this problem resolved or what has made you look into this now or what is presented prevented you from fixing this before so look at the elements that are involved in the prospects mind around the timing of the project what's causing them to actually want to do this now what's making them think this can wait for a period of time and I always believe the time is very well linked with the need and the problem if it's a pressing problem they're gonna want to act upon it quite quickly so there are four areas under the BAM process budget Authority need and timing that I think you can use effectively with the questions that you ask in order to really assess where your prospects are if you can ask the questions in the right way using the right tone remembering my videos in the past I've talked about how tone is really important a question such as what is the budget for this project will we receive differently to a can you show me what is the budget for this project the way you engage in approach your prospects will make a big difference but if you can use the questions I've outlined here and the outline of and the Brandt approach you're going to stand a far better chance of getting sales results on my website I have a quest in sheet that you can download just go to WWE were listed around 40 odd questions you can use to be able to ask your prospects around that the budget the authority the need and time they have and I can assure you if you use those questions investigate what's going on in the prospects mind and really get to understand them and who they are you're gonna stand a far better chance of getting the sales results that you want my name is James white I'm the UK's leading prospect conversion expert and I've loved sharing some of my tips and thoughts of you and how you can get better sales results thanks for watching if you loved the video please subscribe to the channel you subscribe at the link below or if you'd like to share it and recommend it with friends that will be fantastic if I can help you in any way get better sales results please let me know but I look forward to sharing more videos and thoughts who you really see [Music] you