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Getting Naked

A Business Fable About Shedding The Three Fears That Sabotage Client Loyalty

By Patrick Lencioni
  • Read in 9 minutes
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  • Contains 5 key ideas
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Getting Naked by Patrick Lencioni
Synopsis

Getting Naked (2010) is about vulnerability and the incredible power it holds. These blinks explain how to build trust with clients and overcome the three most common fears that prevent you from showing your true vulnerability.

Key idea 1 of 5

Vulnerability may be frowned upon, but it’s essential to embrace it.

Most people hesitate to let their defenses down, and nobody likes feeling vulnerable. But that discomfort runs contrary to human nature. In truth, the ability to feel vulnerable is essential to building deep and lasting relationships. Naturally, a commitment to relationships is key if you work with others, and it’s especially important for consultants.

So what might that vulnerability look like in a work context?

Take sweating as an example. People are taught never to let others see their perspiration, but that’s impossible. Worse still, when people notice that you’re sweating and trying to hide the fact, you lose credibility.

That’s why, if you find yourself in a situation in which sweating is inevitable – say a meeting that’s stressful and hot – it’s best not to hide it. By being open about the fact, you’ll relieve others who will feel comfortable showing that they’re sweaty too.

From then on, you’ll be treated like a member of the team, rather than an outsider trying to make a sale. This essential change will enable you to focus on your real job, which is to help, not to sell your opinion as a product.

So, vulnerability is important, but it’s definitely not easy. After all, humans naturally fear appearing weak.

However, that’s all the more reason to overcome the fear, because only by being undaunted by phobias can you embrace vulnerability. By learning how to stand “naked” in front of other people and bare your true, honest self, you’ll discover transparency, credibility and dedication.

It sounds great, right? Well, next up you’ll learn how to overcome your fears and make that confidence a reality.

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