If a prospect cannot give you any answers about their needs, what is that a sign of?

• A. They are fishing for information.
• B. They are ready to commit today.
• C. They want references.
• D. They are ready to buy.

Answer: (A)

In discovery, when a prospect can’t articulate any needs, they’re usually fishing for information. They’re in information-gathering mode, testing your knowledge or trying to see what you’ll reveal before they share their own situation. This signals you should switch to asking open-ended questions that help them surface their needs, constraints, and desired outcomes. If they were truly ready to buy or commit, they’d likely express a need, time frame, or decision criteria, and references typically come later in the process. So the behavior points to information-seeking, not immediate willingness to act.