It’s show time — time to show what your team has been working on.
Before showing your MVP, it’s a good idea to ask, “What would be wonderful?” and listen carefully to the prospect’s wording. This question forces them to imagine a solution to the problem — if it hasn’t already been done — and creates a benchmark and an opportunity to delight. You get a better understanding of their expectations to improve the solution later.
Let the prospect play with the solution for a few minutes then ask what he thinks it does. Your goal now is not to add features, but to understand the value of your MVP (if value is there). Are you on track? How could you make this better?
The following questions can help you understand the solution fit:
|TOPIC||SAMPLE QUESTIONS||WHAT THIS TELLS US|
||Whether your solution is on the mark. What the prospect’s expectations are.|
||How the solution would be used. What role it would take.|
||The fears of your prospects and what challenges they anticipate. This can help improve your pitch.|
||Value perception can give you a sense of the perception of ROI and benefits.|
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