Worked scorecard

A seller delivers a polished demo and asks about timing. The buyer says the current process is “annoying,” but gives no quantified impact, names no other stakeholder, and declines to schedule a next meeting until speaking internally.

Score seller presentation separately from qualification. Problem clarity is 1: a pain statement exists but is not developed. Business impact is 0: no buyer-confirmed consequence. Stakeholder coverage is 0. Next steps is 1 because an action exists, but it is unilateral and undated.

The deal view should record the exact pain quote and the missing evidence. It should not infer urgency from the seller’s strong delivery or advance the stage automatically. The coaching priority is to follow the buyer’s pain language with impact and decision-process questions before continuing the demo.