So, What Keeps You Up at Night?: And Other Lazy Discovery Questions That Get You Ghosted

Tired of getting ghosted after your discovery calls? Maybe it's not them—it’s your questions.

So, What Keeps You Up at Night? is not another gimmicky sales playbook. It’s a punchy, brutally honest, and often hilarious intervention for salespeople stuck in the auto-pilot apocalypse—endlessly dialing, asking cliché questions, and wondering why nobody calls back.

In this no-BS guide, veteran sales leader FC Bohnke dismantles the tired discovery scripts we’ve all been taught, exposing how they alienate buyers, flatten conversations, and fuel the ghosting epidemic. But he doesn’t stop at critique—he shows you a smarter, more human approach.

Inside, you'll learn:

• Why your prospects hate your questions—and what to ask instead

• How bad discovery creates worse follow-up

• What buyers really mean when they say "Interesting..."

• How to lead with context, curiosity, and credibility

• How to stop sounding like a vendor and start being seen as a partner

Whether you're a rookie SDR or a burned-out AE, this book will make you laugh, cringe, and rethink everything about the way you discover. Kill the lazy question. Keep the curiosity.