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Enhance your business by improving your ability to communicate. The most successful personal trainers
all have one thing in common ± effective communication skills. If you are interested in expanding your
business or helping your clients achieve long-term success, establishing rapport quickly is critical. This
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help you connect with different personality types. You will gain practical techniques that can be applied
immediately.
Objectives:
9 Demonstrate how to establish rapport through active listening skills
9 Understand components of communication
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9 Develop effective communication techniques for different personality styles
Coaching checklist:
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9 Did I understand and relate to my client?
9 Did I add value to the conversation with my client?
9 Did we develop a specific plan?
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Establishing Rapport
4 Components:
¾ Environment
¾ Effective communication
¾ Empathy
¾ Interviewing techniques
ACE Communication Strategies for Success
Listening
Effective listening ± 70:30 Rule:
9 Listening is the primary non-verbal communication skill
9 Speak 125 ± 250 words / min. vs. listening up to 500 words / min.
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o Indifferent listening: not really listening (tuned out)
o Selective listening: listening only to key words
o Passive listening: give the impression of listening by using minimal non-committal agreements
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o Active listening: ZKHUHRQHLVHPSDWKHWLFDQGOLVWHQVDVLILQWKHVSHDNHU¶VVKRHVÆ the key to
communication
Active Listening
¾ Maintain eye contact
¾ Smile at appropriate moments
¾ Avoid distractions
¾ Taking notes (when necessary)
¾ Listening first, evaluating later
¾ Being sensitive to body language ± mirrorinG
¾ NEVER interrupt, except to ask for clarification
¾ Paraphrasing - UHVWDWLQJZKDWZDVVDLG³6RLI,KHDU\RXULJKW\RX¶UHKDYLQJWURXEOHZLWK«"´
ACE Communication Strategies for Success
Personality Indexing
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¾ $SHUVRQDOLW\VW\OHUHIOHFWVDQLQGLYLGXDO¶VFKDUDFWHULVWLFVWKRXJKWVIHHOLQJVDWWLWXGHVDnd
behaviors
¾ While developing rapport, identifies the personality and communication style of the person(s) to
whom they are speaking.
¾ Adapts communication and teaching techniques to the personality and communication styles of
participants (especially initially).
Dominance Scale
Aggressive 1 2 3 4 5 6 7
Forceful 1 2 3 4 5 6 7
Outspoken 1 2 3 4 5 6 7
Takes Charge 1 2 3 4 5 6 7
Assertive 1 2 3 4 5 6 7
Competitive 1 2 3 4 5 6 7
Straightforward 1 2 3 4 5 6 7
Frank 1 2 3 4 5 6 7
Blunt 1 2 3 4 5 6 7
Sociability Scale
Easy to Know 1 2 3 4 5 6 7
Friendly and Outgoing 1 2 3 4 5 6 7
People-orientated 1 2 3 4 5 6 7
Sociable 1 2 3 4 5 6 7
Agreeable 1 2 3 4 5 6 7
Cares how Others Feel 1 2 3 4 5 6 7
Flexible 1 2 3 4 5 6 7
Warm 1 2 3 4 5 6 7
Fun Loving 1 2 3 4 5 6 7
ACE Communication Strategies for Success
51 ± 70 High 53 ± 70 High
0 - 50 Low 0 ± 52 Low
Directors
¾ More thinking, less emotional
ACE Communication Strategies for Success
Expressers
¾ More emotional, less thinking
¾ Strong communicators, highly motivational & persuasive
¾ Overly ambitious, risk-driven, favor incentives & rewards
¾ Visionaries who thrive on excitement, challenge & creativity
Collaborators
¾ More emotional, less thinking
¾ Emotionally open, favor relationships over results
¾ Team & task-oriented, gather info to reach consensus
¾ Slow to decide, non-confrontational
Directors
¾ Minimize social aspects & desire to foster relationships
¾ Appeal to need for action & problem-solving
¾ Focus on facts, solutions & outcomes
¾ Avoid being overly personal or casual
¾ Avoid being too directive, might become argumentative
Collaborators
¾ Build trust & confidence through personal support & concern
¾ Be candid, open & patient
¾ Express personal interest, be supportive
¾ Avoid being impatient, disengaged, forceful or pressing for decisions
Expressers
¾ Offer incentives & rewards ± contracts
¾ 6KDUHFOLHQWV¶YLVion, show support for their goals; stimulate thoughts, provoke ideas
¾ Avoid being directive, unyielding, inflexible or too structured, indecisive or wavering
¾ Not detail-oriented
Process of Change
ACE Communication Strategies for Success
Decisional Balance
ACE Communication Strategies for Success
Contact:
Jonathan Ross, www.AionFitness.com
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