Although BANT was a useful acronym when it was created by IBM 30 years ago, the purchasing landscape has changed and this acronym has become a little stale in today’s buying environment. It is time to adopt an acronym that truly represents the modern definition of a sales call and the art of teleprospecting. It is all about putting your prospects’ needs first in order to generate market intelligence that is valuable and ultimately closes deals. Power Lead Generation has adopted their own version of earning priority sales information using the “POWER Protocol” approach.
Prerequisite: Defined as a thing that is required as a prior condition for something else to happen or exist. This represents the WHAT. In one fell swoop, PLG deals with the prospect’s pain points and details the actual product/service need(s).
Ownership: Defined as the state or fact of being an owner; right of possession. This represents the WHO. PLG is looking to converse with a key decision maker who can make requests, approvals, and/or purchases.
Why: For what reason or purpose. We are looking to ascertain whether the prospect has a good enough reason to need your product or solution. PLG focuses on the level of priority your solution offers the prospect.
Eventuality: Defined as the possibility of something happening or being done. The likelihood of implementation, and timeframe to purchase a solution is crucial for our clients. This represents the WHEN.
Resources: Defined as a stock or supply of money or other assets. This represents the HOW. Prospects require budget in order to acquire your solution. PLG probes for an understanding of the buying process and what it will take to justify your solution.