Once the initial diagnostics provide the necessary information, your next step will be a presentation of the company, its products and services. Naturally, this presentation should be optimized for the needs of each client and their position in the sales cycle. Most companies train their managers to conduct bright and effective presentations, but often the lack of results from these actions can be explained by the fact that they are conducted when the client is not yet ready to hear them or does not need this information. The solution to this contradiction is quite simple: at the beginning, you need to conduct a presentation not of the product, but of the market itself, talk about its specifics, and only after the potential buyer has understood and accepted the importance of this information for his business, it is worth moving on to the presentation of the solutions that your company is implementing.
Another method of working with non-BANT clients can be borrowed from another company that rejected BANT: organize an additional stage in the sales stage, called "pain intervention." The company's marketers russia phone number data found that the vast majority of early buyers do not have an understanding of the problems they have. After a diagnostic conversation, sales managers first work on the customer's understanding of the problem situation, how this problem situation threatens the company, and what its solution costs. After the manager manages to convince the buyer of the existence of a problem and its danger, the entire conversation usually immediately comes down to a discussion of available solutions. Without this step (without talking about the problem situation), managers usually failed negotiations.
There is only one conclusion: every company that rejects the BANT formula, or develops clients who do not fit this formula, must develop its own mechanism for interacting with this category of buyers, including diagnostics to determine the sales cycle the client is in, their understanding of the problem, etc.