I came across this blog post by Jocelyn Martin and felt that it speaks volumes. Enjoy!
There are so many ways to answer this three letter question. When I started in the sales business, I was instructed to ask this question at least four to five times in order to get the potential client’s real objection to purchasing the product.
As a trainer, I find this simple one word question to be a very important one to ask to get behind the real reason behind their fitness goals. Why that specific goal? Why that workout routine? Why that particular weight goal?Why?Why? Why?
I have found that most times, my clients often times give the answer that they think they are expected to give and then give the answer they want to give. I have found that after a few more whys, they then give the real answer; the truth behind the goal, that number.
In most cases, not only do clients need help with their workouts, but they also need help vocalizing the real reason behind their fitness goals, which, once realized, could be used as motivation during workouts. People should not feel ashamed to vocalize their goals. Vocalizing them makes them real. Makes them open to scrutiny. Makes them open to ridicule. Making you more likely to have them achieved.
Read the rest of the post at http://blog.ideafit.com/blogs/jocelyn-martin/the-5-whys