How can you use sales qualification frameworks to improve your sales?

1 What are sales qualification frameworks?

Sales qualification frameworks are sets of criteria or questions that guide you through the sales qualification process. They help you structure your conversations with prospects, identify their pain points and goals, assess their readiness and willingness to buy, and qualify or disqualify them based on their fit. Some of the most common sales qualification frameworks are BANT, CHAMP, MEDDIC, and SPIN.

2 How to use BANT

BANT is a simple yet effective framework that stands for Budget, Authority, Need, and Timeline. It helps you to ascertain whether a prospect has the resources, decision-making power, issue, and time constraint to buy from you. To use BANT effectively, you can ask questions such as what the budget is for the project or solution, who has the final say in the purchase, what problem or need is being addressed, and when the solution needs to be implemented or purchased.

3 How to use CHAMP

CHAMP is a framework that focuses on the prospect's challenges and how your solution can help them overcome them. It stands for Challenges, Authority, Money, and Prioritization. This framework helps you understand the prospect's buying process, budget, and urgency. Through CHAMP, you can ask questions such as what are the biggest challenges or pain points that they are facing, who is involved in the decision-making process and what are their roles and criteria, how much they are willing to spend or invest in solving this problem, and how important or urgent this problem is for them and their organization.

4 How to use MEDDIC

MEDDIC is a framework that helps quantify the value and impact of your solution, identify the key decision-maker and influencer, understand the evaluation and selection process, uncover the root cause and implications of the problem, and find a strong advocate or supporter within the prospect's organization. With MEDDIC, you can ask questions such as what are the key metrics or indicators that measure success or performance, who is the economic buyer with the final authority and budget to approve this purchase, what are the main criteria or factors to compare solutions, what are the steps and timelines of the decision-making process and who else is involved, what is the main pain or problem being solved and its effect on business or situation, and who is the champion for your solution and how can they help you win the deal.

5 How to use SPIN

SPIN stands for Situation, Problem, Implication, and Need-Payoff. It is a framework that helps you uncover the prospect's current situation, problem, and consequences, and then show them how your solution can meet their needs and deliver benefits. This approach is based on the principle of asking open-ended questions that encourage the prospect to reveal more information and value your solution. For example, you could ask questions such as: what is the current context of the problem or opportunity? What are the specific difficulties that you are facing or experiencing? What are the implications of these issues on your business or situation? Lastly, how would your situation improve if these problems were solved or eliminated?

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?