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.
- Fear of losing the business
- “The Business” – clients, opportunities, or revenue
- Fear of losing the business hurts ability to keep and increase business because you avoid doing difficult thing
- People want, more than anything else, to know that we’re more interested in helping than maintaining a revenue source
- Fear of being embarrassed
- We know that the only worse thing than raising a hand and being wrong is not putting your hand up
- It shows motivation to help above save face
- Fear of feeling inferior
- It’s not about intellectual pride, it’s about preserving our sense of importance and social standing relative to someone else.
- 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.
How do we lose these fears?
- 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.
Admit your weaknesses and limitations. Period.