But on the flip side, bigger companies will send out RFPs to have you answer their most important questions before you ever get to the demo stage so the line of

But on the flip side, bigger companies will send out RFPs to have you answer their most important questions before you ever get to the demo stage so the line of questioning will change. If there's anything doing demos has taught me over the years, it's that clients really hate answering the same questions over and over. If you have any of that information ahead of time, don't ask them again. But also like the article says, don't assume their answer is still the same. Say "what I understand you're looking for is X, has that changed?" It shows you're paying attention and have read the information they sent you.