Almost all aspects of NLP are applicable to cold calling - after all it's about getting effective and speedy results for people. In this article I'll focus on an area that I think can make a big difference to how you approach a cold call and your effectiveness
First remember back to the previous NLP article getting good rapport fast is obviosuly critical on a cold call so check that out for some ideas on improving rapport.
The area I want to focus on here is the idea of logical levels. It sounds a bit theoretical but is pretty straightforward in practice so lets go through it. The levels form a hierarchy that, if you get each level working together, can be a powerful way of working.
The lowest level is environment - literally the people and things around you, the space you are in. Taking control of your environment and creating the one most effective for you doing cold calling is key. Do you want a quiet space or a buzzed up space? other people with you or a space with few distractions. What kind of phone do you want to use? what support materials do you want? etc etc.
The next level is behaviour and physiology - how you are physically set up. For cold calling think how you sit or do you stand even? do you need a coffee before you start, do you want to have eaten a hour before or maybe have taken a walk first to get yourself physically how you want to be. Consider your voice tone and tempo etc.
The next level is capabilities - here is where rapport and other skills such as questioning come in. Questioning is a big part of NLP and I'll go though it in more detail in other articles but you may want to think about your opening and follow up questions before the call so that you generate interest quickly and don't have too much to handle whilst speaking to your prospect.
The fourth level is beliefs. Here is where it is so easy to fall down and get sucked in by the negativity that seems to surround cold calling. Expect to get that meeting, expect to win the business - getting into a positive belief set is crucial to you functioning well on a cold call. Imagine having the some of the negative words going around in your head and then what effect that has on the levels below, what it does to your voice tone, how it interferes with your thinking capability etc. Now consider the effect of positive beliefs and the thoughts that go with them - which would you rather be cold calling with?
The final level is identity which is about who you are, your role and mission in life. Being clear about this will fundamentally effect all the other levels and so making cold calling part of who you are and not apart from the real you is also fundamental.
Each level effects and interacts with the others but there is no doubt that the real power comes from the top down. Getting your identity and beliefs aligned to cold calling and to each other will have a strong impact on the levels below.
What do you think of the logical levels model? have you got examples of where it has worked or could work for you?
