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What are you trying to learn?

If the market is well defined you can start with a discovery driven sales approach where you sell against the existing solution your prospect is using and keep your eyes and ears open as to why the choose to stick with it or switch to your offer.

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Well ultimately if they'd want to buy my product but well before that does it make sense to develop something before talking to them?

If you are having trouble getting prospects to talk to you how will having a product change that? Unless you are attacking an existing well defined market it makes sense to talk to prospects about what you are developing to make sure you don't leave something important out (or spend too much time adding features no one cares about).

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