The buyer's first answer is the polite one, and the real one is usually sitting just behind it. You get to it by handing their own word back and leaving a moment of quiet for them to fill.
When the first answer comes back neat and tidy, leave the demo closed for a minute and ask about the word they just used.
Ten minutes into a first call, the head of customer support says: 'Our response times are okay.' What's your next line?
"That's good to hear. Most teams we work with get them down further with our routing."
"Okay compared to what?"
"Understood. What are your three priorities for this year?"
'Okay' is the polite answer, and the second question is made from it: okay compared to what, and by whose measure? The pitch answers a problem she hasn't described, so she has nothing to agree with. The priorities question is a good first question, but asking it now drops her answer on the floor, and the one word worth staying on goes with it.