Dealing with Resistence -
This chapter discusses about overcoming clients resistance and win the clients with logic and reasoning.
Resistance is an emotional process and a consultant should take a specific set of steps to overcome the resistance of client .To deal with resistance full expression of emotion and understanding of client concerns is required as resistance is indirect expression of client reservations.
Three steps to handle resistance-
1. to understand the reason of resistance and explain to to self
2.Name the resistance
3. Be quiet
Resistance should not be taken personally , clients behaviors is sometime is seen by some consultants as something they have done wrong it should be dealt in a positive way and the consultant should not believe this as his mistakes.
In discovery phase , discovery model of problem solving can be used to find out the problem.
However the pain points are not the real problems they are the symptoms look deeper to find out the reasons for that problem.
This chapter discusses about overcoming clients resistance and win the clients with logic and reasoning.
Resistance is an emotional process and a consultant should take a specific set of steps to overcome the resistance of client .To deal with resistance full expression of emotion and understanding of client concerns is required as resistance is indirect expression of client reservations.
Three steps to handle resistance-
1. to understand the reason of resistance and explain to to self
2.Name the resistance
3. Be quiet
Resistance should not be taken personally , clients behaviors is sometime is seen by some consultants as something they have done wrong it should be dealt in a positive way and the consultant should not believe this as his mistakes.
In discovery phase , discovery model of problem solving can be used to find out the problem.
However the pain points are not the real problems they are the symptoms look deeper to find out the reasons for that problem.
No comments:
Post a Comment