Fake Sale

Type of record:
  • Micro method
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Ideal innovation phases for this method:
  1. Innovation Phase
  2. 1
  3. 2
  4. 3
  5. 4
  6. 5
  7. 6
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The fake sale is an elementary part of the Lean Startup method. The agile innovation methodology is based on a distinctive, fast iteration cycle, in which the testing of offers for products and services is an elementary component.

The fake sale is often referred to as the Wizard-of-Oz test. In the case of fake sales, a cover or facade of the later product is created (not to be confused with an MVP/Minimum Viable Product). The aim of this shell is to appear as if the offer already exists on the market. However, all functions that make up the quotation are executed manually in the background.

In this way, the respondent or potential customer interacts with an offer that appears to already exist on the market and is therefore fully mature. In this way the test designer or provider hopes for a more uninfluenced feedback than is typically possible in conventional test situations. Here, influencing factors are usually triggered by the "artificial" or "prototypical" form of the offer to the customer.
  • Effective for design innovations
  • Effective for disruptive innovations
  • Effective for incremental innovations and improvements
  • Effective for low complex challenges
  • Effective for medium complex challenges
  • Effective for product innovations
  • Effective for radical innovations
  • Effective for service innovations
  • P2 Analysis (problems - challenges - environment - people - products)
  • P3 Observe (people - environment - product use)
  • P7 Idea selection (voting - evaluation - filtering - deciding)
  • P8 Early Prototyping (testing the idea directly on the user)
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