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Ensuring that you understand your customers, and that their customers are understood by them is fundamental to the consulting relationship. The skills on this page are particularly useful to build the consulting relationship by helping their clients to know that they hear and understand what they say.
In summary, paraphrasing and reflection are probably the three most important and most commonly used microskills. These skills can be used by consultants to demonstrate their empathy to customers, making the consulting session "deeper", and increase customers' awareness of their emotions, findings and behaviors. All three methods are repeated again, in their own words, what the customer has said. The consultants often go beyond a simple repetition and include their own interpretations of the customer's emotions or the existential importance to increase the "depth" of the session. These techniques can often be used instead of questions, as questions, they ask the customer to reflect or speak more. However, these techniques often have additional advantages of questions as they demonstrate that the consultant feels to feel and understand each customer. Summaries, paraphrases and reflections can be described as:
Consultants can reflect a variety of information, but reflections typically contain one or more of the following:
Consultants can purposely use the language to increase or reduce the emotional intensity of their reflections, making the emotional excitation of a customer.The use of evocative language and metaphors (eg "walking on eggshells") encourages customers to go deeper into a specific experience or emotion that can increase awareness and understanding. Conversely, a consultant can support a customer that contains your emotions towards the end of the session so that the customer is ready to leave the session.
It is important that advisors try to adapt their reflections to the emotional intensity of the customer's experiences. Thus, the population is important if consultants reflect more or less emotions than the customer is expressed, as this can lead to the customer misunderstood and did not listen.
An example of emotional increase is:
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