Where's the beef?
Channel: Carolyn Herfurth
Date: 23/11/2011

http://thebiztruth.com/beef

Remember the Wendy's commercials that ran in the mid- 80s with the three old ladies... and one asking "Where's the beef?"

Besides being entertaining, here's the brilliance of those commercials that you can apply to your sales conversations.

Wendy's knew that one of their strengths is that their burgers had more beef than their competitors. 

But if they just said, "McDonald's and Burger King are all bun and no burger", we may not have listened.

Instead, they posed the QUESTION, "Where's the beef?"  

That simple question created the awareness that not all burgers are created equal.

So viewers engaged differently. Remembered differently. And considered their burger purchases differently.

The same goes when you're selling. 

When you know your value, there's no need to position, jockey and shout out how much "beef" you offer.

Instead, ask your prospect questions that help raise awareness of your strengths. Taking the opportunity to ask your prospects questions allows them to recognize how much beef you've got!

With that said, I know that creating a thoughtful questioning strategy is the most difficult aspect of selling so if you need help, feel free to reach out to me and I'd be happy to talk with you about how to go about doing that.

You'll be amazed at how thought provoking questions change your results.

Take another look at how you're talking about your beef, Entrepreneur!