2. The Naked Approachhttp://www.tablegroup.com/ 3. 3 FearsA Fear
of Losing the Business drives a service provider toprotect their
client base, business opportunities and revenueby censoring
feedback and avoiding difficult issues. ToOvercome: Give Away the
Business, Consult Instead ofSell, Tell the Kind Truth, Enter the
DangerA Fear of Being Embarrassed impedes a service
providersability to provide open, honest insights because they
holdback their ideas, hide their mistakes and edit themselves
tosave face. To Overcome: Ask Dumb Questions, MakeDumb Suggestions,
Celebrate your MistakesA Fear of Feeling Inferior challenges a
service providersassumption that they must preserve their social
standing withthe client at all costs. To Overcome: Honor the
ClientsWork, Make Everything about the Client, Do the DirtyWork,
Take a Bullet 4. My Fears Cold Calling Fear of being embarrassed:
Pride Fear of feeling inferior: Ego Overcoming Objectives Celebrate
my mistakes Ask dumb questions Make everything about the client 5.
People spend most of their lives trying toavoid awkward and painful
situations- whichis why it is no surprise that we are
allsusceptible to the three fears that sabotageclient loyalty.
-Patrick Lencioni 6. 3 FearsA Fear of Losing the Business drives a
service provider toprotect their client base, business
opportunities and revenueby censoring feedback and avoiding
difficult issues. ToOvercome: Give Away the Business, Consult
Instead ofSell, Tell the Kind Truth, Enter the DangerA Fear of
Being Embarrassed impedes a service providersability to provide
open, honest insights because they holdback their ideas, hide their
mistakes and edit themselves tosave face. To Overcome: Ask Dumb
Questions, MakeDumb Suggestions, Celebrate your MistakesA Fear of
Feeling Inferior challenges a service providersassumption that they
must preserve their social standing withthe client at all costs. To
Overcome: Honor the ClientsWork, Make Everything about the Client,
Do the DirtyWork, Take a Bullet 7. Fear of Losing the Business
Large Groups Revenue? Enter The Danger Always Consult Instead Of
Sell Give Away The Business Tell The Kind Truth 8. SACRAMENTO
GBSBusiness Model 9. Core Aspects of
ABusinessPurposeOfferingsStrategies Infrastructure
OperationalProcess 10. How Does an OrganizationCreate, Deliver, and
CaptureValue?The Service What Customers Want? How They Want It? How
To Meet These Needs? How To Make A Profit? 11. Business ModelsBait
& Hook Offering product at low cost thencharging compensatory
recurringamounts for refills, associatedproducts or services. i.e.
Razor (Bait) & Blade (Hook)Direct SalesModel Marketing and
selling products,directly to consumers away from afixed retail
location. One to one demonstrations &personal contact
arrangements 12. New Business Development Cold-Calling Schedule an
ReferralAppointment Canvassing LeadProspect Client Opportunity
Maintaining Follow upthe MeetingsRelationship 13. Lead
Telemarketing v. Our New DecisionMaker Age Service Phone Etiquette
Opening Pitches Renewal Date Overcoming Objectives Number
ofCold-Employees Calling Broker Carriers Offered
