Books by Patrick Lencioni is always a very captive read and "Getting Naked" is no exception. In this book, Patrick showed us the three fears that sabotage us from serving our client better and building a stronger long-term relationship with our clients. These three fears are:
1) Fear of losing business
2) Fear of being embarrassed
3) Fear of being inferior
In one word it means the fear of being vulnerable in front of the client. In our attempt to be the specialist that wanted to solve our clients problem, we have made ourselves susceptible to these three fears and as such not asking questions or putting up suggestions that can help us provide the 'perfect' solution to our client.
In this day and age where people seldom meet each other without an electronic device in the middle, "Getting Naked" might give us the competitive advantage, to show our clients our sincerity in helping to serve them, in putting our benefits last and their first, in showing they are interacting with a warm human body and not an electronic device.
"Getting Naked" is strongly recommended for those who are in sales but that does not mean it does not benefit those that are in non-sales position. For those that are in non-sales position, this book can help you to build stronger relationship within and inter departments. Why do I say that? Well pick up the book and read it.
A strongly recommended book and I give it a 4 out of 5 stars. Check out his other books as well. I find "The five dysfunctions of a team" is another great read as well.
The Merger Dividend - July/August 2011
13 years ago
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