I’ve sat through hundreds of discovery calls. Some prospects say “yes” within 90 seconds. Others string you along for weeks before ghosting. The difference isn’t always obvious until you know what to watch for.
Last week I ran a training exercise with my team. We used a screenplay pitch role-play to spot cold-call readiness. The format was simple: read a pitch, get feedback, re-read it with adjustments. That’s when the patterns emerged.
The low-intent people showed the same three behaviors every single time. You can spot them fast once you know what to look for.
Pattern one: they shift their stated priorities without reason. In the exercise, a participant would ask “How does this position value community impact?” I’d answer. Then two minutes later: “But what about the salary range?” Then later: “Do we get to choose our own projects?” Each question was legitimate on its own. Together, they showed someone fishing instead of probing. Real prospects have a hierarchy. They dig into the thing that matters most first. Information gatherers bounce around because nothing actually matters to them. They’re just kicking tires.
Pattern two: one-word or near-silent responses. During the re-read, I’d ask “What felt different that time?” Real feedback-takers say things like “The pacing was slower, so I didn’t rush the first line” or “I understood the problem better, so I could add more conviction.” Information gatherers say “Good” or “Yeah, better” or just nod. They’re not integrating feedback because they aren’t invested in the outcome. They’re running out the clock.
Pattern three: sudden topic-hopping that breaks context. We’d be five minutes into a conversation about how the pitch connects to a specific pain point. Then: “By the way, how many people are on your team?” or “What’s the vacation policy?” These aren’t follow-ups. They’re deflections. Low-intent prospects jump off topic when they feel the pressure of a real conversation. They go surface-level because deep engagement requires commitment, and they don’t have any.
Here’s what matters: you can’t fix information gatherers. You shouldn’t try. The person who asks vague questions and gives one-word answers isn’t busy with other priorities. They’re not interested. They’re just being polite. Chasing them costs you time you could spend with someone who actually wants what you’re selling.
I’ve learned to trust the 90-second read. In my role-play exercise, I could identify which participants were truly practicing versus just going through the motions before we got to round two. The serious ones asked focused questions, gave detailed feedback on their own performance, and showed real adjustment in the re-read. The uncommitted ones stayed surface-level the entire time.
The lesson is practical: stop interpreting silence or vague answers as “not ready yet.” They usually mean “not interested.” If someone doesn’t ask clarifying questions about the core problem, they’re not thinking it through. If they answer in one-word chunks, they’re not engaged. If they jump topics randomly, they’re looking for an escape route. These aren’t signals to qualify harder. They’re signals to move on.
Your job is to recognize low-intent fast enough that you don’t waste a qualification cycle on them. Ninety seconds is enough time. Listen for the patterns. If the priorities are all over the place, the answers are thin, and the conversation keeps shifting direction, you’ve got your answer. They’re gathering information, not evaluating solutions.
Save your energy for the people who engage like they actually have something to solve.