Getting Naked
by Patrick Lencioni
A fable about consulting built on vulnerability: shed the fear of losing the business, of being embarrassed, of feeling inferior; ask dumb questions, tell the kind truth, enter the danger, take a bullet for the client. It applies to anyone who serves clients, and its counterintuitive lesson is that defensiveness costs more than candor.
Read it if…
you serve clients and protect yourself more than you serve them.
Skip it if…
you want a sales process; this is about posture.
Three things you will actually use
- Vulnerability builds loyalty.
- Tell the kind truth, even when it costs.
- Do the dirty work; it earns trust.
Do this first
In your next client meeting, ask the question you have been afraid looks dumb.
Our verdict
Counterintuitive and true.
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