Sales Process: From Buyer-Centric (AIDA) to Seller-Centric (BANT) and Back Again?

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The question: Where did the qualification construct BANT come from? In looking for the answer, I realized something...

Sales processes of the early 20th century? All buyer-focused steps - what is the buyer doing?

Sales processes since the 1950's, when BANT came around? All seller-focused, all the way down to our CRM stages.

To be truly buyer-focused, shouldn't our processes & measures be housed in recognizing buyer behavior?

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