Page 96 · Module 04, Sell Like a Pro · this screen continues that page
All 108 frameworksLead Qualification BANT & CHAMP
You're investing hours in prospects who go dark, say they need to think about it, or reveal at
The prompt
Copy & paste readyLabelsReplace theseSwap the role below
Pro tip, from the book
The most important qualification question is Timeline - but never ask it first. Ask it after you've built the pain clearly. A prospect with no timeline usually has no urgency, which means no deal. Timeline answers tell you whether to invest or to place in a nurture sequence.
Who should run this prompt
Module role profileWho should prepare and run your sales conversations? Every stage of a sale requires a different mindset. The person who writes great cold outreach thinks differently from the person who closes enterprise deals. The buyer's procurement officer thinks differently from both. Use internal roles to prepare and execute. Use outside perspectives to find the objections, hesitations, and real decision criteria before they surface in a live conversation.
Choose any role to drop it into the prompt above. Only the highlighted opening clause changes — the rest of the prompt stays exactly as printed.
◆◆◆◆◆ → ◆ seniority, board level down to specialist◈ outside the organisation
How to make any role sharper
- Add years of experience: "...with 15 years in enterprise SaaS" produces different depth than just the title.
- Add what they care most about: "You care most about [X]" shapes every word of the output.
- Add their communication style: "Be direct. Flag risks first. No jargon." changes the tone entirely.
Use this when
The problem it solvesthe end of a long process that they don't have budget or that someone else makes the decision.
How the framework works
From the printed pageBANT (Budget, Authority, Need, Timeline) was developed by IBM as a qualification framework. A prospect must have all four to be a real opportunity. CHAMP (Challenges, Authority, Money, Prioritisation) is a modern evolution that starts with the customer's challenge rather than your budget question making it less transactional and more consultative. AI can help you build qualification questions that feel like discovery, not interrogation.
The method, in four moves
Do these in orderQualify early ideally in the first call, not after a proposal.
Never ask about budget directly. Ask about what they have invested in similar solutions previously.
Authority is trickier than it looks there are often multiple decision-makers. Map the buying committee.
If any BANT element is missing, decide whether to nurture, disqualify, or escalate. Stop spending time on prospects who will never buy The most expensive STP mistake is targeting the largest segment instead of the most winnable one. A smaller segment where you have a clear advantage will outperform a large segment where you are one of many.
Where the framework comes from
IBM — BANT framework, 1950s–60s · HubSpot — CHAMP evolution
Pairs well with
As printed with this frameworkModule 04 — Sell Like a Pro
Build a machine that turns cold strangers into paying customers.
11 frameworks, printed on pages 91–112.
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