Getting Naked

By Patrick Lencioni

This is a fable book the outlines the discovery of the “naked” selling model: losing the 3 fears that hold you back.

The fears:

1. Fear of losing the business
1. “The Business” – clients, opportunities, or revenue
2. Fear of losing the business hurts ability to keep and increase business because you avoid doing difficult thing
3. People want, more than anything else, to know that we’re more interested in helping than maintaining a revenue source
2. Fear of being embarrassed
1. We know that the only worse thing than raising a hand and being wrong is not putting your hand up
2. It shows motivation to help above save face
3. Fear of feeling inferior
1. It’s not about intellectual pride, it’s about preserving our sense of importance and social standing relative to someone else.
2. Not only have to let pride go, but be willing to put yourself in a lower position. Show that it takes whatever it takes to reach success and happiness.

• Consult, don’t sell – help at all times, don’t hold back for money
• Give away the business – same thing – help and it will come back to you 
• Tell the kind truth – literally say the thing that needs to be said. You’re putting your relationship at risk but you’re also showing you care.
• Enter the danger: If it gets awkward or scary, lean into it. Point out the obstructor and their effect on the group.  Do not avoid bad things – call them out.
• Ask dumb questions: if you wonder it, chances are someone else can’t ask it but does, too. Seeking clarity is never bad.
• Make dumb suggestions: not every idea is a good one, but it helps you get to the good ones. 
• Celebrate your mistakes: call it out and take responsibility – this increases trust
• Take a bullet: Don’t enable someone to do the wrong thing by absorbing blame; but  you can be the punching bag so that the person you’re working with avoids it and doesn’t threaten his/her career or relationship by being wrong where you don’t have to worry about it
• Make everything about the other:  full attention to the other person’s world – nothing about your world, your understanding, your experience. Downplay yourself  and let others discover it for themselves.
• Honor their work: Take an active interest in the other person and mean it.
• Do their dirty work: do small stuff like get coffees or plan menus if that’s within the context of helping the person get the job done.