Sales reps love a good framework. BANT, MEDDICC, SPIN. Each has its place. The FAINT framework, which stands for Funds, Authority, Interest, Need and Timing, can be especially helpful when prospects are curious but not committed. Used at the right time, it keeps conversations alive and pipelines moving.
A post on the Revenue.io blog says that while other frameworks begin with budget as a gatekeeper, the FAINT framework acknowledges that prospects may secure funds if the value is compelling enough. It’s great for those early sales conversations when a prospect may not have a fully scoped project or defined budget. Want more on the FAINT framework? We highlight the Revenue.io blog in this issue of PromoPro Daily.
Funds. This refers to the prospect’s ability to invest, not just whether a budget is already allocated. The post recommends looking for signs of financial health or executive sponsorship, even if a formal budget hasn’t been established yet. A qualifying question could be: “If this solution delivers measurable value, is there executive support to find funding?”
Authority. Are you working with the decision-maker? If not, can they connect you to someone who has buying authority? The post says you need to understand the buying committee and where your champion fits in. A qualifying question could be: “Who else is typically involved when your team evaluates new solutions?”
Interest. Consider whether the prospect has shown curiosity or engagement, whether through questions or asking for samples. According to the post, interest is a powerful signal that the prospect is open to change. A qualifying question could be: “What made you take the meeting today?
Need. Can your promo solution solve a real business problem? This is the foundation for building urgency and value, the post says, so always tie your pitch into solving a specific need. A qualifying question could be: “What challenges are slowing your team down right now?”
Timing. Be sure to also consider whether now is the right time for the prospect to act. If not, is there a future trigger that could make it the right time. The post says understanding timing helps you prioritize deals and set realistic expectations. A qualifying question to ask: “Are there any upcoming initiatives that this would align with?”
FAINT works because it meets prospects where they are. This framework can help you assess whether a prospect is a good fit for your promo solution, even if they don’t necessarily have a budget or buying plan mapped out yet.
Compiled by Audrey Sellers
Source: A blog post from Revenue.io, an AI-powered revenue operations platform.
