Most visitors of consultants can be divided into three types: consumption type, complaint type and tourism type. What are the characteristics of these three types of visitors and how to make positive opening remarks? Let me say it alone:
First, consumption type: characteristics: 1, voluntary to come 2, clear goals, know the importance of change. Know that you are mainly responsible for the change. Then this type is the easiest to enter the consultation normally, but it needs special attention that the cognitive level of this kind of people is very high and the motivation for change is strong and urgent. Consultants need to keep up with the needs of visitors, don't stick to fixed steps or avoid repetition to save time.
2. Complaint type: Features: 1, voluntary. 2. The goal is clear. 3. I can't realize that my main responsibility is to clarify and solve problems, or just to complain, or to think that others should change, or to hope that consultants can directly repair others. Then, while respecting visitors, pay attention to shift from problem-based conversation to solution-based conversation: 1, and shift the focus of conversation from others who disturb visitors to the parties themselves. 2. Let visitors play the role of observation and thinking that is conducive to positive change. Question form: 1. Invite directly with an exception question: What have you done to make others change a little? How do you react when others make a little change? 2. If the parties don't accept the invitation, the evaluation questions can trigger the parties to play the role of observing life, thinking and using possible resources in life. A chance to find a solution? How can a consultant help you? If the parties have been immersed in troubles, they can answer questions. How did you get through it? How did you stick to it?
3. Tourism type: Features: 1, involuntary, usually forced by institutions, schools or parents to receive counseling. 2. Not interested in consulting. 3. I think there is no choice in the content and the way to achieve the goal. 4. I think consultation is a punishment, unfair or looking for evidence. 5. Generally, there will be acts of resisting, resisting and sabotaging others' attempts to control.
For this kind of visitors, psychological counselors should take an unknown attitude and guide them step by step, believing that everyone's perception and performance in their own frame of reference are reasonable, everyone has the ability to accurately perceive everything around them and be able to state it, and everyone is competent, even if the observation results they tell are incredible information at once. First of all, psychological counselors should take a caring and accepting attitude, and feel the unhappiness of visitors passively receiving counseling, not their own mistakes.
When the counselor doesn't understand the relevant consciousness of the client, he can use responsive questions to further clarify the client. If the visitor is still obsessed with unfavorable goals, he can use response questions and relationship questions to remind and stimulate the visitor to rethink what he really wants.
As the referee's goal, the relevant clauses with legal effect can be faced by the visitors themselves by using relational questions. On the one hand, consultants can directly put forward the closing criteria of relevant institutions (what they want, what they can evaluate specifically, and what the parties can do) to understand where the parties agree to start.
In particular, counselors should not be too influenced by the expectations of referrals and become impetuous. He needs to stand firmly in the position of "neutrality" and pay attention to the wishes of the parties in the same way from the expression of anger or non-cooperation.