Weapons of Weapons of InfluenceInfluence

Programming your Members for Success! Programming your Members for Success! Programming your Personal Training Department for Programming your Personal Training Department for

Growth!Growth!

Scott Crabiel, CSCS, CPT-NSCAScott Crabiel, CSCS, CPT-NSCA

Personal Training CoordinatorPersonal Training Coordinator

Akron General LifeStyles - WestAkron General LifeStyles - West

In fictional reality of Star Wars, the Jedi mind trick is a Force power.

Jedi who know the power can, by using the Force, influence the actions of other "weak-minded" sentient beings.

To develop and implement programs and services which improve the quality of life and

health of the population we are committed to serve.

Code of Ethics

Akron General Medical Akron General Medical CenterCenter

Mission StatementMission Statement

Improve the Health and Lives of Improve the Health and Lives of our Patients and Communityour Patients and Community

“You can have everything in life that you want, if you just help enough other people get what they

want”.

Zig Ziglar

To develop and implement programs and services which improve the quality of life and health of the population we

are committed to serve.

Improve the Health and Improve the Health and Lives of our Patients and Lives of our Patients and

CommunityCommunity

1. What is it?1. What is it?

2. What’s in it for me?2. What’s in it for me? A. How will I benefit?A. How will I benefit? B. Will it really give me what I want and need?B. Will it really give me what I want and need? C. If I do this, will it be worth it?C. If I do this, will it be worth it? D. What will other people say?D. What will other people say? E. Can I justify it?E. Can I justify it? F. Do I really need it now?F. Do I really need it now?

3.3. Can you prove it?Can you prove it?

Prospective Clients Want to Know?

Weapons of InfluenceWeapons of Influence

1.1. ReciprocationReciprocation

2.2. Liking / RapportLiking / Rapport

3.3. Social ProofSocial Proof

4.4. Commitment and Commitment and ConsistencyConsistency

5.5. ScarcityScarcity

ReciprocationReciprocationThe Old Give and Take . . . and TakeThe Old Give and Take . . . and Take

ReciprocationReciprocationThe Old Give and Take . . . and TakeThe Old Give and Take . . . and Take

Repetition!

“We know that 90% of all purchase decisions are made in the unconscious mind. We also now know a

slam dunk manner of accessing the unconscious mind.”

Jay Conrad Levinson, Guerrilla Marketing

How do you access the unconscious mind?

Liking / RapportLiking / RapportPeople do Business with Those they Like and TrustPeople do Business with Those they Like and Trust

1.1. SmileSmile

2.2. Use their NameUse their Name

3.3. Give them a ComplimentGive them a Compliment

4.4. Provide Something of ValueProvide Something of Value

5.5. ListenListen

Social ProofSocial Proof“We Determine What is Correct by Finding Out What “We Determine What is Correct by Finding Out What

Other People Think is Correct”Other People Think is Correct”

Commitment & Commitment & ConsistencyConsistency

Good Personal Consistency is Highly Valued in our Good Personal Consistency is Highly Valued in our SocietySociety

1.1. ActiveActive

2.2. PublicPublic

3.3. EffortfulEffortful

4.4. Freely ChosenFreely Chosen

ScarcityScarcityPeople Assign More Value to Opportunities People Assign More Value to Opportunities

when they Are Less Availablewhen they Are Less Available

Commitment & Commitment & ConsistencyConsistency

Good Personal Consistency is Highly Valued in our Good Personal Consistency is Highly Valued in our SocietySociety

1. Active1. Active2. Public2. Public3. Effortful3. Effortful4. Freely Chosen4. Freely Chosen

Social Proof - ScarcitySocial Proof - Scarcity

Commitment & ConsistencyCommitment & ConsistencyGood Personal Consistency is Highly Valued in our SocietyGood Personal Consistency is Highly Valued in our Society

Social ProofSocial Proof

Social Proof - Social Proof - TestimonialsTestimonials

IntroductionIntroduction

Several Thousand people have attended Several Thousand people have attended (Social Proof).(Social Proof).

Welcome my friends Welcome my friends (Liking – we’re friends!)(Liking – we’re friends!)

Allow me to congratulate you, allow me to Allow me to congratulate you, allow me to commend you commend you (Rapport – compliment).(Rapport – compliment).

Only 3% of the population is investing in Only 3% of the population is investing in programs to better their lifeprograms to better their life (Rapport – (Rapport – compliment).compliment).

Tonight I’m going to reveal life changing Tonight I’m going to reveal life changing information with youinformation with you (answers “ (answers “how will I benefit?”how will I benefit?”

Social ProofSocial Proof

Reciprocation- ScarcityReciprocation- Scarcity

Reciprocation- ScarcityReciprocation- Scarcity

Reciprocation- ScarcityReciprocation- Scarcity

Success is the progressive realization of a worthy ideal.

Earl Nightingale

is the progressive realization of a worthy ideal.

Happiness

“I've Learned That People Will Forget What You Said, People Will Forget What You Did, but People Will Never Forget

How You Made Them Feel.”