Tell Less and Sell More Your experience Upside of asking the question Downside? Telling isn’t selling What action(s) will you take? Would it be a fair question to ask what you already know about us? Discussion Questions Have you asked a prospect “Would it be a fair question to ask what you already know about us?” What happened? What is the upside of asking the question? Is there a possible downside? Telling isn’t selling. What is better than telling? What action(s) will you take because of this meeting?