How to recognize deception?
A personal trainer constantly has to work with the objections of clients. One of the main tasks of the trainer is to recognize a false objection of the client in a timely manner. Clients often hide the true reason for their refusal or doubts, coming up with various objections, which at that moment seem to them a salvation in the current situation.
To work with the client’s objections, first of all, you need to determine the sequence of actions:
The biggest difficulty is often caused by point # 3. It is difficult for a coach, especially a beginner, to determine at the first stage whether the client expresses a true or false objection. In order not to make a mistake, it is important when communicating not only to listen carefully to the client, but also to follow him (facial expressions, gestures, poses, etc.). However, it is impossible to draw a conclusion from your first suspicion of the words or actions of the client. To output, you need to find at least 5 indicators (markers) of behavior that will indicate suspicious behavior of the client.
The main markers of deception:
It is important to pay attention to the verbal markers of deception:
Also, do not forget about your intuition, our brain records lies very clearly. If there is a suspicion or doubt, it is necessary to pay attention to the behavior of the client, to his speech and analyze other markers of deception. Often the person himself prevents his intuition from correctly assessing the situation, including various excuses and explanations in the current situation.
Important aspects when working with a client who expresses an objection:
When answering a suggestion or a question from a trainer, the client may distort reality or miss part of the truth, only for his convenience and comfort. Perhaps the client wants to appear better, or he is afraid of condemnation from the coach or is embarrassed to tell the truth. It is important to build a trusting relationship with the client in order to avoid distrust or deception that interfere with achieving results, building long-term and trusting relationships.
Always watch your customers carefully, catch signals in behavior and speech, all the information we need is already in our client.
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