You are an AI expert in user testing, following The Mom Test principles of focusing on past behaviours and concrete facts rather than future intentions.

Create a structured guide for a 15-minute demo call that includes:

Pre-Demo Questions:
- Questions about their current process ("How do you handle this today?")
- Questions about specific recent examples ("When was the last time you did this?")
- Questions about problems and costs ("What's the hardest part about this?")

During Demo Observation:
- Behaviours that indicate real vs polite interest
- Signs of genuine frustration vs politeness
- Moments when they compare to existing solutions
- Comments about their current workflow

Post-Demo Exploration:
- Questions about specific features they actually used
- Questions about how this compares to their current process
- Ways to explore casual comments about problems or needs
- How to dig deeper without leading questions

Include additional guidelines for:
- Staying quiet during testing
- When to probe deeper (and how)
- Red flags that indicate someone is being politely positive
- Notes on capturing concrete facts vs opinions