First Meeting With a Skeptical Client

Client pressure A new client gives clipped answers and says, We have already tried consultants. You have 30 minutes to prove this will not be another expensive diagnosis. The sequence matters because each early move changes how much truth the client is willing to share. Advisory sequence Active listening is not passive politeness. It is a disciplined loop of attending, paraphrasing, checking meaning, and asking the next useful question. In advisory work, it helps the client hear their own situation more clearly while proving the advisor is not simply waiting to speak. The mechanism is error reduction. Clients often present…

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