A seventy year old sales manual is not an obvious first choice for a therapistâ€™s bookshelf, but this is no ordinary sales manual. HTWF&IP offers ways to make people like you, win people to your way of thinking & change people without giving offence or arousing resentment, achievements as useful to therapists and our clients as to salespeople.
Therapeutic change is due more to factors outwith therapy than any one aspect of therapy. Factors outwith the session are at least as important as our rapport with our clientsâ€¦and much more important than our years of experience or the technique weâ€™re using.
Solution oriented Therapists ask clients how they will know when they are better. Therapists often wish to be better in their role, but few ask the Miracle Question of themselves.
Giving clients permission â€œnot to speakâ€ encourages disclosure. Explicitly granting the freedom to subvert our power frees the client to tell us what they need.
Steady eye contact from a client is your prompt to speak. Attending to eye contact helps us to minimise interruptions of the clientâ€™s train of thought and to be more comfortable with silences.
Relaxation improves our performance, benefitting us and our clients. We promote relaxation in our clients but we rarely apply our approaches and techniques to ourselves.