[Pernilla Linden]

Articulate – To clarify, the client is seeking a firm that can offer both dispute resolution expertise and a proactive strategy for avoiding future conflicts.
Advocate – I strongly believe we should position ourselves as their go-to firm for high-stakes litigation, given our track record in this sector.
Advise – It would be beneficial to propose a regular review meeting to keep the client updated and strengthen the relationship.
Challenge – Have we considered whether our current proposal is truly addressing the client’s long-term business challenges?
Direct – We need to ensure our follow-up process is in place and that we make a clear ask for next steps in the sales conversation.
Evaluate – While the client seems interested in our dispute resolution capabilities, we should assess if our pricing strategy aligns with their budget.
Probe – Can you share more about the client’s internal decision-making process so we can tailor our approach?
Inquire – What do you think is the most important factor influencing the client’s choice of legal representation?
Diagnose – Let’s analyse the feedback we’ve received to understand the client’s concerns and refine our pitch accordingly.

[Pernilla Linden]

Q1. Patronise
Q2. with frustration and by closing down
Q3. instinctive
Q4. it becomes a one-way conversation as I stop listening