Transparency Nerd | Sales Historian | Keynote Speaker (CSP®) | Sales & Leadership Trainer | 2x Author
“Painting the lilies”: It’s an old phrase referring to when we make unnecessary additions to something that is already beautiful or complete. It’s a quality salespeople are known for, and it’s the silent pipeline killer. We make little exaggerations here and there to stir up a bit more interest and desire. What’s the harm? Yes, what you are selling isn’t perfect. But if your company is still in business, customers are paying you, renewing, buying more, and advocating for you, I’d argue your solutions are (as Tyra Banks calls it) “flawsome”; flawed, but still awesome. When we paint the lilies, it may put us over the top for that one deal here and there. But when I say it’s a “silent pipeline killer”, when the truth prevails (which it always does), it erodes trust, which means… - It stymies speed to upsell and cross-sell - It lowers renewal rates (that first year renewal becomes more difficult) - It lowers advocacy - that customer you sold is less likely to share the good news with their peers - That customer doesn’t bring you with them to their next role So, for that one deal you won, you are slowing the long term value of that one account, while also probably losing 3-5 deals you didn’t even know existed. Leave the lilies alone. They’re beautiful as they are. Here's the (IMO) greatest quote in the history of sales... 😍
What’s the harm? Your credibility
the Sales GOAT is at it again. Great post Todd!
the best salespeople share the short comings early on our products is great at x, but its not the best at Y. Will that be a deal breaker for you? I know you cover this in The Transparency Sales too, give it a read if you have not already people!!
“…when the truth prevails (which it always does)”. As moms everywhere have told their kids, at one time or another, the truth always comes out in the wash. How do I know? Because I heard that statement on a few occasions.
Gild the lilly? Yeah, I know the original Shakespeare was “gild refined gold, paint the lilly, …” but still I’ve always heard gild the lilly which seems so much more needless.
Can't agree more Todd Caponi. If you sell what you believe in, it's not selling .. you are simply solving a buyer's need with your solution.
Play the long game AND be able to sleep at night! Love it, so true, easy choice.
Yes....and I believe he means the whole truth!
Great lesson, Todd Caponi ! Truth in selling is always the best way forward.
I help sellers ask the right questions with neuroscience and human psychology | The Wolf of Discovery | From D2D to CSO
1moNever destroy a good story with the truth.