There is a psychological code behind everyone's words and actions. How to crack these passwords is very important for the transaction.
There are many psychological methods and classics about online transactions. There are as few as 35 articles and as many as dozens, but many of them are not suitable for lawyers to negotiate cases. We combine the practice of some senior lawyers to sum up the following three methods:
One of the ways to talk about cases: talk about customers, not about their own services. In consultation, lawyers should talk less and ask more questions. Because you need to know your customers. Let customers tell or realize their "pain points" themselves, not you.
As an excellent lawyer, you should be good at listening. Learn to listen to each other's statements and try not to interrupt the customer's statements. We should also learn the guidance of "listen-ask-listen again-ask again". In this process and a short time after the end of this process, we should accurately sort out, summarize and summarize the information we have heard, and confirm the information. This is called the lawyer's ability to deal with strange information, which is very important.
What information was specifically confirmed?
(1) What problems did the customer encounter? What happened to him?
(2) Has he ever entrusted other lawyers before?
(3) The main objectives and core needs of customers.
(4) Customer's situation, mood and expectation.
In short, you should talk around the customer, let the customer tell his pain points, then deepen the customer's understanding of the pain points through appropriate skills, and then summarize the customer's pain points and give solutions. Of course, the solution can't come clean, and it should stop.
Remember, lawyers can't always talk about themselves and their services when talking about cases, which will give clients a feeling of bragging. You should introduce yourself and your service casually. You can show the parties some of your award certificates and describe some of your success stories in a plain tone.
Here, I want to remind you of two things:
First, during the conversation, the clients faced by lawyers are likely to have been to many law firms and met lawyers in this field. If the client asks questions about the lawyer's working ability, etc. According to the professional ethics of lawyers, lawyers should not blow their own horn, suppress and belittle their peers.
But the parties will inevitably ask similar questions, how to answer them?
If we are peers, we should not only abide by professional ethics, but also abide by the principle of being a man. It is best to avoid judging peers. For yourself, you must show your best side, but you can prove your working ability through facts without showing traces, and don't talk big.
Second, not all questions that are not related to the law raised by the parties should be answered. If you find it difficult to answer, you can simply avoid it and say that we will communicate next time.
On case thinking method 2: talk more about entities and less about procedures. When a lawyer initially listens to the client's statement, he shall make a legal judgment and analysis for the client:
(1) accurately summarize the focus of the case dispute;
(2) Analyze the current advantages and disadvantages: first point out the difficulties of the case, and then point out the breakthrough.
Of course, the legal analysis of the case cannot be too detailed. Not to mention the procedure, because many parties take advantage of the feature that most law firms do not charge for consultation and ask one by one. What's more, he is basically familiar with his case. But procedural things are difficult to operate by reading books and other means at once. But if you talk too much about this project, you will eventually help others and lose yourself.
To what extent, we need to grasp the following scales:
(1) point out the difficulties he faces, and don't let the customer think that you are exaggerating and making a mountain out of a molehill;
(2) You have to propose a solution, but you can't let customers operate directly without you;
(3) Not only show your professional ability, but also make customers feel that you are bragging;
(4) We should sincerely express our desire to accept the entrustment, but we should not lower ourselves to the so-called "humble son kneeling on his knees". Finally, you should end the consultation by thanking the client, which shows that you are still a busy and successful lawyer and don't regard the client as a savior.
The third way to talk about a case: firmly believe in the value of your service, and your transaction is to help customers solve problems. Only a confident lawyer can win the trust of the client. The process of lawyers talking about cases is actually the process of brainwashing. Do everything possible to make customers feel like saviors. Specifically, to do:
First, it is a belief in the law; Most parties will bring a lawsuit only if they believe in justice, and lawyers must show their faith in the law in order to convince their clients to safeguard their rights and interests through legal means.
Second, you have to show absolute confidence in your ability and give the parties an irreplaceable position (because the parties will also shop around). If you are not sure about the rules, you must learn to play Tai Chi and make up later.
The third is to show confidence in the case of the parties. Lawyers need the skills to save the world. What the customer wants to solve with you is difficult for him to do. If it is obvious that he will win, he will leave you alone.
The result is relative, not absolute. Of course, don't promise the unreasonable demands or expectations of the parties. But customers usually ask you to give the next conclusion. You have to answer in a subtle way.
It doesn't matter if a lawyer friend has some questions about the process of talking about the case! "Analysis of common problems and coping strategies in the process of lawyer's case talk will solve many problems in your case talk, sx:" Case talk "! Help you close the customer!