Simple Qualification Frameworks (N, NT, ANT)

Not every sales process needs a full four-criteria framework like BANT. Sometimes simpler is better.

N, NT, and ANT are lightweight qualification frameworks that use fewer criteria. They're faster to complete and create less friction in the conversation. Choose them when your sales process doesn't require deep qualification.

N stands for Need—the most fundamental qualification criterion.

What it asks: Is there a genuine need for your solution?

Criteria: Just one question about whether they have a problem you can solve.

Best for: - High-volume, low-friction sales - Self-service or freemium products - Quick lead capture scenarios - When other qualification happens later in the funnel

Trade-off: Fast and frictionless, but provides minimal insight into lead quality.

NT adds Timeline to Need, creating a two-criteria framework.

What it asks: 1. Is there a genuine need? 2. When do they need a solution?

Best for: - Service businesses scheduling appointments - Seasonal or time-sensitive offerings - When budget is standardized or not a blocker - Lead forms where you need some prioritization

Trade-off: Quick qualification with urgency signals, but no insight into decision-making authority or budget.

ANT uses three criteria, notably excluding Budget.

What it asks: 1. Is this the decision maker? 2. Is there a genuine need? 3. When do they need a solution?

Best for: - Standardized pricing (no budget negotiation) - Markets where budget is rarely an issue - Avoiding awkward early budget conversations - Building rapport before money discussions

Trade-off: Good qualification depth without budget friction. Budget can be discussed later if needed.

Choose N when: Volume matters more than lead quality. You have other qualification steps later. The product is self-service.

Choose NT when: You need to prioritize leads by urgency. Budget isn't variable. You're scheduling appointments or demos.

Choose ANT when: You want solid qualification without budget awkwardness. Price is fixed or discussed later. Decision-maker identification matters.

All three frameworks work well for: - High-volume lead capture - Lower-ticket items - Shorter sales cycles - Products with clear value propositions

When you select N, NT, or ANT, SalesPartner adapts its conversation to focus only on those criteria. The dialogue stays brief and natural.

For N: A quick exchange about their needs, then moves to next steps.

For NT: Explores need, then naturally asks about timing and urgency.

For ANT: Covers authority and need, then wraps up with timeline questions.

Each criterion still scores 0-10, but the total possible score adjusts based on how many criteria you're using. Lead tiers scale proportionally.