Asking prospects "what do you think?" yields vague, polite feedback. Instead, try to sell them on a tangible outcome for a specific price. Their willingness or hesitation to buy provides much more direct and honest feedback on the value of your proposed solution.

To gauge a deal's urgency and qualify it, ask where the problem sits on their priority list. This forces them to state its importance out loud. It's psychologically difficult for someone to deprioritize something after they have verbally committed that it is a top priority.

Instead of seeking validation, leaders should test their strategy like a scientist. Formulate a specific hypothesis about customer value, commit to a clear test and a decision rule beforehand, and be prepared to pivot if the data proves the hypothesis wrong. This avoids confirmation bias.

People are unreliable at predicting their future behavior. Instead of asking if they *would* use a new feature, ask for a specific instance in the last month where it *would have been* useful. If they can't recall one, it's a major red flag for adoption.

The fastest way to determine if a prospect is a serious buyer is to ask for their commitment at every stage. Request a second meeting, ask to include another stakeholder, or ask for internal data. Their willingness to say 'yes' signals genuine engagement, while hesitation or refusal indicates they are likely just seeking information and not a viable opportunity.

In your initial pitch meeting, don't seek full approval. Your goal should be to secure buy-in for the idea to be *explored* further. This "small win" approach lowers the commitment barrier for decision-makers, making it easier for them to say yes and creating momentum.

To truly validate their idea, Moonshot AI's founders deliberately sought negative feedback. This approach of "trying to get the no's" ensures honest market signals, helping them avoid the trap of false positive validation from contacts who are just being polite.

Asking "Would you buy this?" is too easy. A true signal of interest comes when a potential customer commits something of value: time as a design partner, an introduction to investors, or signing a letter of intent. These actions have a cost, making their "yes" meaningful.

While legally non-binding, asking for a Letter of Intent (LOI) serves as a powerful commitment test. The friction of reviewing and signing a document separates genuinely interested prospects from those who are merely curious.