Viewing entries tagged
behaviour change

Client Objections : How to overcome them....

We have all been there...some one tells us we need to change something in our lives,but whats the common reaction...generally its some form of  resistance.Who likes change .... even people in desperate need begging for help offer resistance . There are always " objections " despite or regardless of the advice... " I can't do that X because of X , Y and Z" ( there are often multiple reasons boosting the credibility of the can't do reasons) Many of the objections are on paper illogical and are often a knee jerk reaction on just being asked to change or there are deeper anxieties over a bigger picture. So how do you manage these objections? How easy is it to change a mindset from one thats closed and negative to one thats open and positive to change.I find often clients are focused on what " they can't do" rather than what they can.... Once a client has made up their mind that their case is impossible the brian shuts down and accepts the failure. The solution may seem easy on the outside ( set a timer on your phone to buzz every hour to remind yourself to drink some water) but sometimes they can't see how to solve their own problem. Hence the coach may need to reframe the situation.

There are 3 compenents  to re framing. 1. Acknowledge the client concerns without being dismissive. To the client the concerns are real even if they might not seem so to the practioner. 2 Move away from negative obstacles towards what the client can do, build up the current good ! 3. Get client participation to solve perceived problems.

It may help to reframe objections by asking what sort of conditions would have to be in place to over come the obstacle that the client is presenting.Moving from acknowledging  of the situation but at the same time looking for solutions . A list of " what if " scenarios can help open up a clients mind to possibilities.If you start to think you can then maybe you can.

Having recognized responses to change objections can all so be helpful.Many of the objections have a common theme and are heard by a coach multiple times, you can re assure them that they are not alone in their quest  and can put the client at ease with a simple quick solution ...if some one has time issues its easy to work on providing solutions, if they have reluctance to give up a foodstuff ( and its funny how many people tell me " I am not giving up X before it has even come up in conversation) let them know that they don't have to and their actually not even being asked to.

Ref :Berardi / Adams " Essentials of Sport Nutrition"

From " Why " to " What Can I Do?" Lets do some positive....

I must admit I have been reading a lot recently, soon I will publish a reading list to help guide people out there who may be interested in helping themselves along the road to change...the most recent book I have enjoyed is The Weight Loss Prescription by Ali Zentner MD, its written so that anyone can learn from it. No its not a diet book. One of her most interesting sub chapters  is called " Stop Asking Why".It starts with the line" we are creatures of habit" , that got me thinking . With a client you can notice " habit " behaviours really quickly...ranging from cancelling often to bringing me in a treat...everyone has a set routine that they live by.Good or bad! However many clients are seeing a trainer because they want something to change, often they know that if behaviour changes the so does outcome. Getting someone to change behaviours is hard especially  when , for example , as a trainer you are well versed in exercise and maybe not so much in counselling.

Zentner continues to discuss why people do things? And concludes if asked people answer by saying " I just do" and that there are no answers to " why " questions . A common misconception she explains is that in to modify behaviour that you must figure out why you do what you do in order to fix it..but suggests that " we often discover the cause by finding the cure" . I thought that made perfect sense.If if you do find out why you do something, maybe through counselling, then she believes that people are conditioned to think that " I know the why.. now I can fix it" Countless times I have seen that thought process fail because people dwell on the " why" and get stuck when they should be doing something differently.When you find the " why " you need to take action.

For example: " Why don't I eat Better?"... "What can I do to eat better?"

" Why don't I exercise more?"....." What can I do to exercise more?"

The " what " is your way forward!! A place to start.Its great to know why but unless behaviour changes nothing happens.You can learn more from loosing weight than by talking about it!. Our behaviour is a reflection of who we are and how we think. Taking action can prompt our inspiration and our thoughts which in turn continues to promote our actions. And so on in a beneficial spiral.Actions are a powerful tool to reshaping how we think.

In future trade in the question " why am I unhealthy right now?" to " what can I do today to be healthier tomorrow" Ask the right question and reap the reward.

Its a great book ... go read it.