SHEDDING THE THREE FEARS
Vulnerable service providers demonstrate nakedness by engaging in a variety of simple but powerful practices, all of which correspond to one or more of the three primary fears. And as important as it is to understand the fears that underlie these principles, the specific actions that demonstrate naked service are what is required to achieve client loyalty.
The principles of naked services are as follows.
ALWAYS CONSULT INSTEAD OF SELL
(Fear of Losing the Business)
Naked service providers transform every sales situation into an opportunity to demonstrate the value of what they do. They avoid, as much as possible, telling clients what they would do if they were to be hired; instead, they just start serving them as ...
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