Last year I met the most interesting person, with regards to helping my business. And they weren’t involved in the fitness industry. They were actually from the world of theatre.
So how can someone who performs on the stage be of any help to the personal training industry?
Every night when they performed on stage, they had to convince the audience that what they were saying and performing was believable. Otherwise they would not be able influence them, and make the performance of value and memorable.
Is that any different with what a personal trainer needs to do, when performing a consultation?
When we sit down with a potential client, and we need to communicate with them in a way that is believable, and which makes them understand that what you have to offer is of value to them.
I now see that my most effective skill I have as a personal trainer, is my ability to communicate to someone in a way that is believable and memorable.
One of the most believable and memorable acting performance I have seen, is Jack Nicholson in the movie “A Few Good Men”. His scene in the court room is very powerful and convincing. Now I am not saying you should put on an act when in front of a potential client.
What I am saying is that to make someone believe in what you are saying, you need to be able to communicate to them in a way that is convincing. Otherwise they won’t take the gamble of investing in you.
The following is what is required to having better conversations with people, so they understand better what you are saying, and also are more convinced by the message you are trying to deliver.
Advocate your own position, then invite responses. Try saying, “This is how I see the situation and why. How do you see it?”
Paraphrase the other person’s view and ask for their take. “It sounds to me like your argument is this. Is that what you’re saying?”
Explain a gap in understanding. “It sounds like you are not convinced that I can help. Could you tell me how you came to that conclusion?”
Advocating for your own position may help you get your way, but blending assertiveness and inquiry, is guaranteed to get people on your side.The reason for this is that inquiry leads the other person to genuinely reflect, and hear your advocacy rather then ignoring it, and making their own advocacy in response.