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?

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?

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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