How Do Two Slides Test If Customers Will Buy?

Rob Snyder recommends two slides for testing whether a customer will buy. The first slide restates the buyer's situation in plain words: what the buyer is trying to do right now, why, and why options already considered are not good enough. He then asks whether the picture is roughly right. The second slide is a short overview of the help on offer, such as a way to cut a line item faster than a consultant, plus a question about whether the offer fits.

The reaction on the first slide should be an immediate yes. The reaction on the second slide should be questions about how the offer works and how to move forward. The template people fill in names a project already on the to-do list, says the project is unavoidable right now because of a stated reason, names the options already looked into, and states why the options are lacking.