How to educate confident morons?

Hey all!

I'm newish to SAAS, selling an AdTech platform. Two ways to sell, the Software or a managed service.

The product is a great buy, but it can still be a little tough because adtech competition is fierce, and a lot of people live in the stone age. My discovery approach is always very chill and conversational, my manager says I have a doctor voice lol. I ask questions to get the client talking and tailor my pitch to their needs (our tech can be simple or insanely complicated depending on the use case), but these two recent calls kind of rattled me.

EX: They'd interrupt me mid question and ask something super broad and random. I'd respond by acknowledging their question, and asking for some info needed to answer, and they'd shrug and say "I dunno" then ask some other unrelated question. The two meetings were eerily similar and completely derailed our conversation, leaving me feeling like I did a terrible job at controlling the conversation. I got an "I dunno" when I asked about goals, metrics, timelines, their experiences, and ended up not even able to BAMFAM as they asked me to "just email them some examples." Examples of what??

Other jobs I'd just move on to the next task at hand, but because I have to source my own meetings they're not as frequent as I'd like and I'd like to maximize my effectiveness. Any tips on getting people to come out of their shell, or how to establish their needs/pain when the client is being obtuse?

It's like going on a date with a hottie, but finding out the conversation would be better with a brick wall.