From the course: Cold Calling Mastery

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Using the BUNTA sales technique

Using the BUNTA sales technique

From the course: Cold Calling Mastery

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Using the BUNTA sales technique

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- Now, this section is about a tool that I've used throughout my entire sales career to make sure that I get all of the information that I need. It's called BUNTA. There are a lot of different variations of it that you may see but I find that this one works for myself. And what that is is it's finding out the B, budget. U is the user, so who's going to be using the product. N is the need. And T, timescale. And A is the authority, so who signs off the product. Now, many moons ago when I used to call floor manager so I was an inside salesperson, they wouldn't take the meeting unless I'd answered every single one of these. And I'd say to them, "I've booked you "a meeting next Thursday. "You're meeting X company." And they'd say, "Great, when are they buying it?" So that's T. And if I couldn't answer that question, they wouldn't even take it. "Are they the decision-maker? "What budget do they have? "Who will be using it…

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