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Sales Qualification Frameworks

 Here’s a quick comparison of popular sales qualification frameworks — MANI, BANT, and SPIN — to help you understand how they differ and when to use each.

🔍 1. MANI – Focus: Buyer Intent & Engagement


Element Description
M – Motivation                 Why is the buyer interested now? What's driving urgency?
A – Authority                  Is the person the decision-maker or influencer?
N – Need                 Does the buyer actually need the product/service?
I – Interest                 Is there active engagement and curiosity?


✅ Best for: Modern digital sales, quick qualification in inbound leads, D2C.

💰 2. BANT – Focus: Budget & Feasibility

Element Description
B – Budget                       Can the buyer afford it? Is budget allocated?
A – Authority                       Is the buyer empowered to make the decision?
N – Need                       Is there a genuine business or personal need?
T – Timeline                       When are they planning to make a decision or purchase?

✅ Best for: B2B sales, enterprise selling, long sales cycles.

💬 3. SPIN – Focus: Consultative Selling


Element Description
S – Situation                   Understand the current state and context.
P – Problem                   Identify pain points or inefficiencies.
I – Implication                   Explore consequences of not solving the problem.
N – Need-payoff                   Show how your solution benefits them or adds value.

✅ Best for: High-ticket, complex solutions, relationship-based selling.







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