Pre-Demo Decision Assessment
This assessment identifies where decision hesitation slows momentum before demos.
1 = Rarely or Not at All
2 = Occasionally
3 = Inconsistent or Unclear
4 = Often
5 = Consistent and Clear
Q1. Before a demo is scheduled, how clearly do prospects recognize the problem as something actively happening inside their organization?
Q2. How often do prospects describe the problem as a general industry issue rather than a concrete operational failure inside their own organization?
Q3. When prospects describe the problem in their own words, how closely and consistently does their language match the way your team frames it?
Q4. How frequently do demos begin with prospects still questioning whether the problem truly applies to them?
Q5. Before the demo, how clearly do prospects understand what staying the same will cost them over the next 6 to 12 months?
Q6. How often do prospects treat delaying a decision as a neutral choice rather than a risky one?
Q7. When demos stall, how often is the primary cause a lack of urgency rather than missing information or process?
Q8. How clearly and consistently do prospects connect inaction to measurable loss rather than vague inconvenience?
Q9. Before seeing your product, how confident are prospects that this category of solution is the right way to solve the problem?
Q10. How often do prospects compare your solution to tools or approaches that are designed to solve a different problem entirely, indicating category confusion?
Q11. Before the demo, how well do prospects understand why alternative approaches fail structurally, not just tactically?
Q12. Before the demo, how easily can prospects explain how this solution would work in their specific environment?
Q13. How often do prospects rely on the demo to validate basic fit rather than evaluate impact?
Q14. Before the demo, how confident are internal stakeholders that this solution fits their scale, complexity, and constraints?
Q15. Before the demo, do prospects know what decision they expect to make afterward?
Q16. How often do demos end without a clear next decision defined?
Q17. How frequently do prospects leave demos needing more internal discussion rather than choosing between clear options?
Q18. How consistently does the demo function as a conclusion rather than a restart of evaluation?
Q19. How confident are you that your prospects are truly ready to make a decision when they book a demo?
Scale: 1 = Not confident at all 2 = Slightly confident 3 = Unsure 4 = Mostly confident 5 = Very confident