Book Review by Jane Basely
“I want to lose some weight.” “I want to get fitter.” “I can’t fit in my lovely (dress, trousers, suit) anymore that I want to wear to a party.” “I want to be able to run around with my children, (grandchildren) and I can’t.”
As fitness professionals I am sure you have had clients turn up who have started off with similar statements to those above.
When we meet our clients for the first time, we usually know very little about them, what they do, what their background is, what their motivations, beliefs or values are that will drive them towards their health and fitness goals – and how clear are their goals anyway?
For some clients their goals may be very clear, and that is a helpful starting point for us as fitness professionals – whether that be as a personal trainer, yoga or Pilates instructor. We all want to be able to help our clients achieve a better quality of life – whatever that might be for them.
However, one of the early hurdles we have as fitness professionals is not only to demonstrate our credibility in our specialism, but also to build a relationship very quickly – if we don’t, we can lose our client just as quickly as we found them, (or they found us).
So, what can we actively do to improve this situation and increase the likelihood that when we meet a new client, we can build a good relationship with them quickly? We need to find out what motivates them so they will return to us to support them in achieving their fitness goals.
Shelle Rose Charvet, best-selling author of Words That Change Minds shows you how you can match your language to people around you (in your work, with your boss and your clients, and at home, with your partner, family and other relationships). If you want to know how to influence people without being manipulative, and work effectively with clients, this book will help you learn how to do this.
Words That Change Minds is based on the Language and Behaviour Profile, (LAB Profile® for short) – a powerful tool that enables you to understand, predict and influence behaviour by de-coding the language people use. (The LAB Profile is based on specific applications from Neuro-Linguistic Programming, a field developed by Bandler and Grinder in the mid-70s.)
In Words That Change Minds you will discover the ways people unconsciously get motivated, process information and make decisions, be able to create rapport and credibility with anyone, avoid inadvertently saying or doing the wrong thing, increase your impact in interpersonal communication, and get many practical applications for sales, marketing, teaching, training, coaching, communicating at work and many others.
Imagine a situation when every new client that comes to see you keeps returning to work with you because you demonstrate that you really understand them and can help them to achieve their health and fitness goals?
The book provides a comprehensive overview of the fundamental differences in individual behaviour patterns, questions that reveal those patterns, and the language most likely to influence people according to their dominant patterns. It will teach you how to understand people and how to communicate with them better.
Before changing career to become a personal trainer I worked for many years in the corporate environment, FTSE 100 organisations, working with people and teams in the pursuit of helping organisations change. Organisations only change when people do – I wish I had read her book much earlier in my career as I believe there are many things I would have changed in my working relationships with clients, colleagues and bosses. She provides many examples that are relatable to all of us, whatever roles or careers we have had previously. I have read this book twice so far and will be doing so again in order that I can build effective working relationships with my clients.
Shelle Rose Charvet is a bestselling author and the international expert on Influencing Language. The earlier editions of, “Words That Change Minds” are international bestsellers, available in 15 languages. Shelle has been researching and teaching for over 35 years and is known for her advanced techniques used to enhance rapport, trust, credibility, and influence.
Her style is easy reading, entertaining and practical and she provides many examples to help bring the ideas and practices to life. Shelle brings intriguing insights into what motivates people, how they make decisions and what makes people tick. It is a must read for everyone that interacts with people.
Jane Basley BA(Hons), MSc, PGCE
Having had an extensive career in FTSE 100 organisations and a passion for health, fitness and wellbeing, Jane retrained to become a personal trainer and movement specialist. Jane’s corporate career specialised in enabling organisations and people to change and she brings this experience to how she works with her clients. As a certified Neuro-Linguistic Programming NLP Coach and certified practitioner of NLP she uses these skills in the coaching support she provides to her fitness clients.