Execution Plan & Blueprint · Digital download
Ask the questions that uncover the real need, from the first call.
A short field guide for tech solution sellers and founders: a 5-step method for turning your product’s features into discovery questions, plus 35+ sample questions you can adapt.
Digital download · Secure payment via Razorpay (UPI, cards, netbanking) · 30-day, 100% refund
The problem
The deal went quiet because you heard the stated need.
Most discovery calls go the same way. The client tells you what they think they need, you show how your solution fits, and the meeting ends politely. Then the deal goes quiet.
What you heard was the stated need. The real need is the problem behind it, the one that decides budget, urgency and who signs. You only reach it if you ask for it.
When discovery stays on the surface:
- You present features the client never connected to a problem they care about.
- You qualify late, and spend weeks following up on deals that were never a fit.
- You’re compared on price, as a vendor rather than an advisor.
- You leave the meeting without an agreed next step.
None of this is a talent problem. It’s a preparation problem. Strong discovery questions are planned before the call, around the solutions you actually sell.
What’s inside
A ready-reckoner for planning your questions
Part of B2B Tech SalesOS · step 2, Qualify
A 5-step process
Turn the features of your products or solutions into discovery questions.
Four types of question
Situation Analysis (where the client is today), Implication Analysis (what the problem costs them), Approach Analysis (how they intend to solve it) and Micro-commitment (small next steps that keep the deal moving).
35+ sample questions
Models to adapt for your own business and solutions.
Who it’s for
- Field sales professionals selling B2B technology solutions
- Tech solution providers and partners
- Tech founders who still run their own sales calls
Who it’s not for
- Anyone looking for a script to read word for word. You’ll plan questions around your own solutions; that planning is where the value is.
From people Rajneesh has coached
These describe Rajneesh’s coaching and consulting, not this specific guide.
“Rajneesh's structured sales systems gave me absolute clarity on where I stood vis-à-vis my goals and the consistent efforts required to achieve them. His mentoring is impactful, supportive, and inspiring.”
“His simple system helps me stay proactive and identify gaps and required actions early. The weekly reviews keep me focused on what matters.”
“His simple sales system, reviews, and focus on critical skills and KPIs helped us track and grow sales with confidence. Real accountability for results.”
“Transitioning from supply chain to sales and marketing was daunting, but through Rajneesh's guidance I've not only bridged the gap — I've excelled. Tremendous growth in capabilities and confidence.”
“His weekly interactions changed my approach completely. If you want to multiply your results and build a predictable sales system — this is it.”
“The four pillars of Knowledge, Skills, Mindset, and Tools are a must for any professional. I have personally benefited from striving to do better through this system.”
“The professional pressure was miserable at first. Today I have clarity — thinking one step ahead, proactive planning, persistence, handling tough situations with maturity.”
“I am a techie and always had resistance to 'sales'. My perspective has changed completely — towards a professional way of serving market needs.”
Plan your next discovery call properly.
Get the 5-step method and 35+ sample questions for ₹299.
Digital download · Secure payment via Razorpay · 30-day, 100% refund
Want the whole system, from discovery to forecasting? See the Tech Sales Breakthrough System ↗