It’s show time — time to start the solution interview phase and show what your team has been working on.
Before showing your minimum viable product (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 product for a few minutes then ask what he/she thinks it does. Your goal now is not to add features, but to understand the value of your MVP (if value there is). Are you on track? How could you make this better?
The following questions can help you understand the “fit” during the solution interview:
|TOPIC||SAMPLE SOLUTION INTERVIEW QUESTIONS||WHAT THIS TELLS US|
||Whether your solution is on the mark (or at least in the right direction). What the prospect’s expectations are.|
||How the solution would be used. What role it would take. You do want to be careful with projections here. Remember that the best predictor of future behavior is past behavior.|
||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.|
More on the Solution Interview Phase
- How to Make the Most Out of Customer Interviews in B2B
- What the Minimal Pitch Deck Should Be for Solution Interviews
- How to Continuously Grow & Improve Your Business With Customer Interviews
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