The Proverbial Slam Dunk–Always Say Never
One more comment on bromides, or trite expressions.
Awhile back when I was managing a national accounts sales team, whenever we thought we had a new account in the bag (bromide), we’d say, “It’s a slam dunk!” Not just to each other, but to every Tom, Dick and Harry (bromide) that came along, including our VP of Sales and members of the board.
Eventually I banned the use of this expression. Why? Because whenever we referred to incoming new business as a slam dunk, the whole deal would blow away like a house of cards in a hurricane. An unexpected competitor would emerge–the buyer’s son. The prospect’s CFO would get hung up on an obscure clause on page 44 of the purchase agreement. Our sales rep would bring the wrong kind of donuts to the wrap-up meeting. Something.
A familiar phrase is used to describe a familiar situation. However, sometimes the situation is not as familiar as it appears. Did banning the use of slam dunk improve our closing percentage? What do you think?
Have a great weekend!
Brad, I sense things might have changed. Because when you focus on what others’ needs might be it takes focus away from your own present need, “slam dunk.” Am I right?
Hi Robyn…You are absolutely right. In sales, it’s really vital to walk in the customer’s shoes all the time, but not so easy to do.