Startup idea advise - separating people’s goodwill from the truth

Separating people’s goodwill from the truth.

"When you are getting ready to launch a new venture, you should find five potential customers and talk to them about the concept, product or service -- whatever you are about to bring to market. Then say, “I am contemplating starting this business and I need your help. I would very much like you to convince me why I shouldn’t do it. I am hoping you will listen to the concept and tell me why it won’t work.”
After explaining the concept, shut up. Don't "sell." If your potential customers encourage you to pursue your idea, then you need to go one step further: Ask them right there to pay for the product. Not make an investment, but pay for the product. Tell these customers to consider that act a prepayment for serious value, to be delivered soon."
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"All of a sudden, those people you're talking to may tell you that their purchasing department is not really adding any more vendors right now, or that they want to see a couple of more iterations first, or that you’ll need to show them 100 other clients using the product before they can commit to anything. Or maybe they'll say they are out of cash. Whatever their reason, you'll be separating their goodwill from the perceived value of not just your concept, but their belief that you can execute it. Next, ask why you shouldn’t do it, and if all goes well with that conversation, ask for money. Usually half of the people you ask will still give some excuse why they can’t pay now."
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