Neuro-linguistic Programming

Neuro-linguistic Programming

From NLP to Telesales Guru

I started my training in Neuro-Linguistic-Programming (NLP) back in 1998. I was very unhappy in my corporate role and desperately wanted to change the nature of my work. I saw a newspaper article in “The Independent on Sunday” by Robert Craven who was Director of Training and Consultancy for Entrepreneurship at Warwick Business School. He had written, how certain men get stuck in very well paid but not very rewarding jobs after finishing University and feel as though they are stuck in a rut. I rang him and said he was writing about me and what could I do?

He suggested doing an NLP course as it would make my existing role more bearable and provide a process of self-audit so I could then work out what I really wanted to do. (See How NLP and the Phone Changed My Life).

Learning Flexibility in Communication

I am eternally grateful to Robert as it did exactly that. I stopped seeing my role as having to achieve 16-20 meetings a month and started to wake up each day asking myself how I could be more flexible in my communication style to reach more decision-makers. I began to reach my monthly target almost effortlessly and discovered in one of my training modules, that I had a great model for reaching senior decision-makers by phone, that could be put into a training and coaching programme and given to others.

The Neuro-linguistic Programming Process

This process is called “NLP modelling“. You take the strategies of great achievers, break them down into manageable chunks, so you too can use them to get towards your goals. This is so powerful; so often we want to work out by trial and error and a lot of pain to do something, when with a little research, we can follow a process which we know works already.

As a result of doing my Master Practitioner NLP training in 2000, I had the confidence to hand in my notice, leave corporate life and set up my own company, Teleopen Ltd. I provide training and coaching to others on how to open the doors to high value deals. I had gone through the pain of learning how to do this the difficult way, so now I had identified the very specific strategies that enabled me to make C-Level contacts on a regular basis and at the same time, feel comfortable and confident.

Using NLP to Reach C-Level Executives

When I look back, I realise that this “comfort” element is so key to getting higher value deals. Those sales executives who wanted to sell within their comfort zone in the software space in which I was working, would typically get ¬£50-80,000 as an average deal. Those that could overcome their fear or discomfort could get ¬£250,000 plus deals, as they were selling in at a much higher level. The value of removing your own “internal gate-keepers” can be immense!

In the course of training and coaching people on how to stop “cold calling” and “start conversations from cold”, I came across a lot of personal stuff which was stopping them feeling comfortable making the calls; also, other really deeply rooted issues which were stopping them from moving forward in life as a whole. It was this that motivated me to train as a coach to help with these blocks.

A Personal Journey. How NLP Helped Me Recover from Stroke and Find a New Vision

In 2008, without any warning, I had a stroke-brain haemorrhage which paralysed my right side and left me unable to walk. Using my NLP resources, I coined the term “language of recovery” and used a lot of the tools and techniques to deal with the loss of half my body and to help and drive myself towards a remarkable recovery. As well as being a subject matter expert in telesales, I also speak at Medical conferences and provide training and coaching to health professionals on my “seven steps to recovery” model. Again, I used the NLP process of modelling to identify from my extensive diary and journal, which I kept in hospital, to work out the successful strategies which had helped drive this amazing recovery.

A New Vision

My vision is that my approach will help more and more people have greater courage and a pathway to deal with their severe health setbacks and provide greater insight for health professionals about the world of the patient going through this traumatic experience.

NLP is About Creating Understanding

In Summary, NLP simply put, is about understanding what you want and then having the flexibility to work out how to get there. I was trained by some of the best trainers in the world, Robert Dilts, Charles Faulkner, Judith de Lozier, and Suzy Smith to mention a few. Here are the links of the companies which trained me…

My qualifications as an NLP practitioner are:

  1. Practitioner in NLP
  2. Three (3) Master Practitioner Certifications
  3. NLP Coaching Certification recognised by The International Coach Federation.

Here are further links for your reference:

Neuro-linguistic Programming Resources

What is NLP:

Brilliant NLP by David MoldenBooks on Neuro-linguistic Programming:

Brilliant NLP by David Molden

Clean Language:

Wendy Sullivan: The Clean Collection

Shelle Rose Charvet: Words That Change Minds