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Mr. Johnson comes in for a SHINE appointment because his plan will not pay for a service. He begins yelling at the counselor as he becomes more frustrated about the situation. How should you handle this difficult client?
When you experience a difficult moment:
• First, Let them vent!
• Second, , listen for feelings…
• Third, listen for content
• Fourth, approach it at the human level –establish a relationship
• Fifth, address the business content