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15 Reps

15 Reps

When I work out my trainer doesn’t even attempt to make me happy. He seeks to maximize my workout with strenuous exercises designed to increase my strength and stamina. I’ve been doing this for 20 years. My trainer isn’t concerned with my happiness about the exercise and ignores sarcasm and complaints, while making sure I’m doing things safely and correctly.

No pain, no gain, right? I’m told I’m in better health and fitness than most people 20 years younger.

That’s what you have to explain to your clients when people complaint about your approaches and intervention and “interference.” You have to co-opt and preempt their resistance by explaining that growth can’t be left to individuals alone, who will tend to take short cuts and paths of least resistance (which I did when I worked out without a trainer).

Tell your buyer to ignore the complaints and see if people are “healthier” (performing better) in the next 60-90 days. Fitness and performance are not popularity contests.

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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