Weary

Yesterday I had the opportunity to conduct a fitness assessment for a woman who was admittedly weary and a bit guarded when it comes to personal training. "Trainers don't seem to understand..." Apparently, she works full-time and is also a full-time grad student. She needs a flexible program that will work for her and not the agenda of a trainer. I get it, and even though she may not end up training regularly or even at all, I will do my best to find a solution to fit her needs. As professionals in the "people business", you and I must put aside our needs and consider what our client/customer needs. It is more important that they benefit in a positive way even if we know that we might not benefit monetarily. Put yourself on the other side of the chess board for a moment and look at why they are making the moves they do. It may be easier in some ways to build stronger relationships with wary individuals than people who seem completely transparent. The wary person will tell you their objection and, essentially, the actions not to repeat. What value can you show them, and how can you blow the top off what they think their experience will be like? Wow them, and you are sure to wow yourself. If you miss the sale or the offer is still declined, we still benefit. Our aim is to win, but defeat teaches us more, so we still win. Stay positive, and have a great day! Thanks for reading!