Droners, non-listeners, non-stop talkers: you either know one, have met one or been in ear shot of one. They are the individuals who ask a question, but before you have the chance to respond, they start talking. Are you a member of this select group? If you are a trainer and carry this habit with you to the gym, it can be disastrous. Think about what YOU felt the last time you had a professional interaction with another human being who seemed to talk NON-STOP. He or she just kept talking about anything and everything. Maybe you were asked a question from time to time, but when you started to answer you were immediately cut off with an, “oh that's like when I... .” Characteristically, at some point you might have heard the individual say, “let me know if I am talking too much.” If you pay attention, you can spot droners within a minute or two of conversation. Most of us zone out, stop listening and usually never want to deal with the droner unless absolutely necessary. In the essential course “Selling You”, Napoleon Hill, states that top sales people have a rule that you should “speak 20% of the time and listen 80% of the time; and the 20% speaking should be asking the client questions to make them speak more about themselves." As a personal trainer, you must CONSTANTLY sell your client on working with you. Even if your clients have purchased a large package of sessions, the selling never stops. A simple way of up-selling your service is to adopt the TWO EARS, ONE MOUTH philosophy; your cue to listen twice as much as you speak. Benefits for adopting this crucial skill include the following: • Most people love when others take an interest in them. In short, when you are asking questions and genuinely listening, your client will like you more. “He is such a nice person. He seemed so interested in me.” The saying, “long after the client has forgotten what you said, they still remember how you made them feel,” is VERY true. • By asking questions and listening, you will obtain much MORE information about your clients’ thoughts and habits that can help you create even better programs for them. You will also learn which buttons to push to motivate them. Here is a short list of important questions to ask: • How did you find me? • What made you contact me? • How can I make this a successful experience for you? • Tell me about a typical day in your life? • What can make you miss a workout? • Why do you want to accomplish these goals? Adopting the habit of listening more than you speak is easy for some and next to impossible for others. Apply whatever level of discipline is needed for you to master the skill of listening. You will be greatly rewarded.