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Getting Naked by Patrick Lencioni
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Getting Naked

by Patrick Lencioni

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Recently added bydannywahlquist

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Enjoyed this look at building loyalty through vulnerability. Some of my favorite quotes include:
“Vulnerability. It is one of the most undervalued and misunderstood of all human qualities. Without the willingness to be vulnerable, we will not build deep and lasting relationships in life. That’s because there is no better way to earn a person’s trust than by putting ourselves in a position of unprotected weakness and demonstrating that we believe they will support us. “
“Yet society encourages us to avoid vulnerability, to always project strength, confidence, and poise. Although this is certainly advisable in some situations in life, when it comes to important, ongoing relationships, it stifles our ability to build trust. “
“For those who provide service to clients, vulnerability is particularly powerful. Those who get comfortable being vulnerable—or as I call it, naked—are rewarded with levels of client loyalty and intimacy that other service providers can only dream of. “
“At its core, naked service boils down to the ability of a service provider to be vulnerable—to embrace uncommon levels of humility, selflessness, and transparency for the good of a client.“
“As obvious as that may sound, it is more difficult than it seems, because humility and selflessness and transparency often entail suffering. And suffering is not something most human beings, especially in our modern culture, understand or welcome. Most of us live our lives trying to avoid awkward and painful situations, which is why it is no surprise that we are susceptible to the three fears that prevent us from building trust and loyalty with our clients.”
#1: Fear Of Losing The Business
“Naked service providers refuse to be overly concerned about the possibility of losing a client or, for that matter, being undercompensated or having their ideas misappropriated by a client. In fact, they willingly put themselves in positions of exposure in each of these areas, knowing that by doing so they will earn the trust of their clients. They understand that in the end, more goodwill comes about even if there are setbacks along the way.”
#2: Fear Of Being Embarrassed
“Naked service providers are so concerned about helping a client that they are willing to ask questions and make suggestions even if those questions and suggestions could turn out to be laughably wrong. They readily admit what they don’t know and are quick to point out—even to celebrate—their errors because protecting their intellectual ego is not important to them.”
#3: Fear Of Feeling Inferior
“It is completely natural for service providers to yearn for respect and admiration, and to have a disdain for being overlooked, condescended to, or treated as though we are inferior. And so it is no surprise that, as consultants, we try to achieve and preserve a certain level of standing and importance in the eyes of our clients. But sometimes we forget that the word ‘service’ shares the same root meaning as ‘servant’ and even ‘subservience.’”
Always Consult Instead Of Sell
“Naked service providers transform every sales situation into an opportunity to demonstrate the value of what they do. They avoid, as much as possible, telling clients what they would do if they were to be hired; instead, they just start serving them as though they were already a client. And they don’t worry about whether the potential client will take advantage of their generosity; they know that for every client that does, nine others will appreciate their generosity and start to see themselves as a client even before they formally decide to become one.” ( )
  dannywahlquist | May 14, 2013 |
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Lencioni taps into his own personal experience to relay invaluable advice on creating lasting business relationships.

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