Have you ever encountered this kind of party who has a strong ability to control the field and has a lot of ideas?
If you are completely controlled by this kind of customer when you talk about the case, not to mention the possibility of signing a contract with a customer, even if you sign a contract, you will be firmly held by the customer in the process of handling the case in the future, and the case handling effect will not be better, and you may be complained by the customer to be refunded.
Therefore, lawyers must not be errand boys, waving in front of clients and leaving as soon as they are recruited.
When a lawyer talks about a case, he must control the scene
Below, we have summarized the methods and corresponding words of how lawyers control the field in 7 scenarios, and we must see the end.
Scenario 1: Overly assertive and aggressive customers
I've been thinking about this for a long time, so you don't have to analyze it with me anymore. ”
Hey, I'll tell you about this case, you just follow my train of thought to prosecute, it's very simple. ”
You just need to transfer the materials and go to the court, and I can figure out what to do. ”
I checked it up, and that's not what it says. ”
I believe that lawyers often encounter such clients.
I don't want you to think, I want me to feel", stubbornly makes you angry and funny.
In this case, our recommendations are:
Ask him what problem he wants to solve most when he comes to consult a lawyer, and what risks he is most afraid of if he handles it in his own way.
If he answers no, he just thinks he can do it, then let him do it himself.
This kind of client is often self-centered, so if you want him to be willing to listen to you, the lawyer must grasp the client's pain points through straightforward rhetorical questions, and then only talk about his pain points.
You can put it like this:
Now that you've figured it out, I can see that you understand it well. Then you come to consult a lawyer, is there anything you are not sure about, what do you think is very risky?You can just tell me and I'll see how I can help you.
If not, it is recommended that you do it yourself, because you are really quite knowledgeable, and it may be better to run it yourself, and you don't have to spend money on a lawyer......”
Scenario 2: Customers with incompatible aura and PUA
You little girl, young man, you look quite young. I'll tell you. began to act as a passer-by, and slammed out).
Such a simple question, do you still want to ask me?”
Little girl, young man, I was going to ask Director XX to be a lawyer. However, after thinking about it, I still have to support the young people, you lack cases, and I can be regarded as giving young people a way to live. ”
Isn't it very graphic, especially for young lawyers, the probability of such clients appearing is really high.
In this case, our recommendations are:
Send it away. Or, find a lawyer with stronger PUA skills in the law firm to take over the case and earn your own case source fees.
You are not RMB, you can't expect everyone to like it, and you shouldn't expect people who come to you to become customers.
Lawyers need to be flexible, but at the same time, they must insist on being themselves, be open to other people's likes or dislikes, and do not need to change themselves for the sake of others.
You can put it like this:
Well, you have a point. After chatting, I feel that I am indeed not very suitable to be your lawyer, and I am afraid of delaying your business, I will recommend you a suitable one for you, do you think it is?”
Scenario 3: Overly emotional customers
How can he do this, lawyer, tell me, is there any reason for this?"
You say, should he be struck by lightning, I really haven't seen such a brazen xxx. ”
Lawyer, if I hadn't passed this hurdle, my life would have really ended.
The parties seem to be coming to you to solve legal problems, but in the process of telling the situation, it often evolves into venting of self-emotions, like telling a long Qiong Yao series.
You try to interject, interrupt the complaint, and bring the conversation back to the case, but it's too hard.
In this case, our recommendations are:
Interrupt in time, don't be emotionally exhausted, and stay "indifferent" and rational.
Many lawyers will spend a lot of time listening to their clients' grievances based on sympathy, but this will not help the case in any way and will not actually solve the problem.
It's like if a doctor is too empathetic, facing so many births, old age, sickness and death every day, falling into emotional internal friction, and not treating the disease, he will absolutely collapse for a long time.
Lawyers are the same, everything brings emotions, and they can't bear to interrupt the client's grievances, which not only puts a lot of pressure on them, but also does not help the case.
What a lawyer should do is to maintain "indifference" appropriately, pull the client out of his emotions in a timely and strong manner, and provide professional legal services for the client with the rationality of a lawyer.
In addition, in the face of such parties, it is necessary to pay attention to avoid practice risks.
If an overly emotional client is dissatisfied with the process or outcome of the case, the lawyer may really be blamed.
You can put it like this:
Sorry for the interruption. I understand your feelings very well, and anyone who encounters such a bad thing will be sad.
But you come to me and hope that I can use the law to help you solve the problem, I think, the way to help you solve the problem faster is to go back to my problems first, and I will help you sort out the ideas to solve the problem, what do you think?”
Scenario 4: Set of close acquaintance customers
Let's have a relationship, how much less will this lawyer fee be?”
You are really tired of watching the *** of 5000 being bargained by the parties like buying vegetables.
It's not a big problem, I'll ask you for advice. ”
Then with a bang, dozens of voices were sent, eager for you to explain the legal issues clearly from beginning to end.
The most uncomfortable thing is that when you are in the way of affection and have analyzed it diligently for a long time, the other party comes to say, "Oh, I'll help someone ask", or don't say thank you, as if this is what you should do.
In this case, our recommendations are:
Thirty-six strategies, go for the best policy.
It is difficult for a clean official to decide family affairs, and lawyers are also afraid of prostitutes from acquaintances. Such a party, from the beginning of the sense of payment, it will be difficult to convert into a customer, rather than entangled, it is better to let TA find someone else, after hitting the wall, will respect the fruits of our intellectual labor.
You can put it like this:
I don't think it's so simple about you, and I'm not good at handling this type of case, old friend, I'm afraid of delaying your business.
I recommend that you find another lawyer, and ask more experienced lawyers yourself. ”
Scenario 5: Questioning the lawyer's inexperienced client
How long have you been a lawyer?”
Based on your experience, do you think I can win my case?”
How many cases have you handled?Has a similar case ever been done?”
As a young lawyer, have you ever been questioned by a client on the spot?
In this case, our recommendations are:
Rebuild the client's perception of their own case, the professionalism of the lawyer, and show their own advantages.
First of all, it is necessary for clients to understand that different cases need to choose different lawyers, and many clients want to find "barristers" and "old lawyers", but they do not know that their cases are not big cases and do not need barristers.
Just like all patients want to find the most powerful doctor, but the hospital is also graded, go to Beijing tertiary hospital to find a well-known doctor in Beijing for serious and terminal illnesses, and minor diseases can be solved in community clinics.
Next, let the customer compare the good and the bad.
For example, we will handle the whole process in person, and even if a client finds a barrister, the barrister will not necessarily do the case himself, and the barrister's fee will be higher.
Finally, give the client some information that can show professional value.
For example, the "Litigation Necessity Analysis Report" allows customers to know that they are competent through professional analysis.
Let the client see that even if he has not handled a similar case, he is much more professional in the analysis of this case than other lawyers he consulted.
You can put it like this:
Yes, I do look young, but I will take your case and handle it myself, and the fee will be more appropriate. You see, this is the "Litigation Necessity Analysis Plan" that we have given you under our preliminary judgment.
You can compare a few more and choose the most suitable one, what do you think?”
LegalMVP Legal Services Product Template.
Analysis Report on the Necessity of Litigation
Scenario 6: Customers who bargain multiple times and use their budget to lower the price
Others only charge me 5,000, how can you charge me 20,000?”
Our budget is only 20,000 yuan, you see if you can do it. ”
The customer who talks to you is a good customer, which means that the customer recognizes your value, but feels your value.
In this case, our recommendations are:
Give the customer a clear list, let him choose the range of services within his budget, and measure the cost performance.
Take the case of the perennial legal counsel service of the enterprise as an example, it is the following table:
LegalMVP Legal Services Product Template.
Enterprise Perennial Legal Counsel Service Product Manual".
You can put it like this:
You see, this is our **price list, you can choose according to your needs and budget**.
Scenario 7: Judge customers in the bidding scenario
I didn't hear the main point when I was talking about the bid, and you didn't get to the point. What are the points in which your service plan is better than other homes?”
Lawyer XX, your service plan, this point is not clearly explained,..I don't think it's necessary at all. ”
This situation is mostly seen in the bidding scene, or the warehousing inquiry scenario, and the customer type is an institutional customer, generally a state-owned enterprise or a large private enterprise, or, a customer.
For example, if an institution encounters a major litigation case and has a need to issue bonds, it gathers the lawyers in the library and asks the lawyers to make bids in turn.
In this case, what should I do if I encounter a judge customer with the ability to control the field and a strong sense of oppression?
There is not much difference in business ability between lawyers who can enter the database. In the face of many lawyers competing together, the key is whether you can show the judges the results of your work on the case and the project through good expression and professional visual presentation.
In this case, our recommendations are:
Don't argue with the judges, dismiss the judges.
Rather, first affirm the judges' questions, and then, face the judges' concerns, give a concise oral summary, and guide the judges to read a more detailed written report.
You can put it like this:
Thank you for your question. The differentiating competitive advantage you mentioned is so critical.
Our differentiated competitive advantages can be summarized in the following three points. For specific advantages, you can see page xxx of my service plan, where we have discussed it in detail. ”
Or:
Thank you for your question, the question you just mentioned, is really critical.
In the process of researching the case, we found the key problem of xxxx, which will have a decisive impact on the case, and if it is not dealt with, it will be a total loss.
The details of these analyses are summarized in our Litigation Strategy Analysis Report, which you can open and see on page xx. ”
LegalMVP Legal Services Product Template.
Litigation Strategy Analysis Report
Conclusion
The summary and review of the above 7 real case negotiation scenarios hope to help everyone cover the whole audience in the process of negotiation, gain the professional trust of customers, and significantly improve the efficiency of signing and closing.