NLP and Telemarketing

Lately I've been doing some research on NLP and its uses in telemarketing. I was wondering if anyone had any good links to information that would apply.

Thanks in advance. -tele_trainer

What is NLP? Not all of us, and maybe some of your prospective clients KNOW what the jargon of your industry is... you know like an elimination period... is that the time that my wife has to decide if I get my allowance or a headstone?

Aloha... :cool: -rattus58

NLP is Neurolinguistic Programming.

I think the question was intended for those that might be familiar with the concept. Every question can't be intended for everybody.

Wouldn't it be more expedient to just Google it?

I just did and got a whole bunch of sites listed for that topic. -Ace Coldiron

No actually... it would have been more expedient if he just wrote it out to start with. Then I could have decided to question myself... hmmmmm what the heck is this about. As it was... he got a smartassed comment from me instead.

This is one of my MAJOR gripes of not only this site, but communications in general, people are not clear... and remember, you have to address your comments to the lowest common denominator if you want to get anywhere.... and round here that would be me... sooooo... sn;

Aloha... Tom :cool: -rattus58

I agree that "people aren't clear" and I'm one of the guilty ones which I've become more and more aware of.

I was looking at my blog recently, and I realize that I write it with the questionable premise that readers are at the same point of discovery on a specific topic. I said "point" BTW, not level.

Strangely, I don't sell that way. One way I frequently open an interview is by saying "I'm going to talk to you about _______ as if you have never heard the word before. Is that OK with you?"

I get very positive response to that opening. -Ace Coldiron

How do you differentiate point from level?

Aloha... Tom :cool: -rattus58

Let's suppose two different people were using two mutually incongruent methodologies, or had vastly different philosophies towards their work. Both could be at an equally advanced "level" but not at the same "point" (on the virtual map). -Ace Coldiron

Ok.... gotit..... :)

Aloha... Tom :cool: -rattus58

I'm wondering if methodology and Philosophy are closer than we think. Kinda like a Twix Bar ,(2 cookie bars layerd with caramel and then dipped in chocolate) 2 seperate bars packaged as 1. 2 made exactly alike yet never consumed the same. Idea-ology What does it all mean? LOL -Charles W. Lawson

Ones sales methodology comes forth from ones sales philosophy. Therefore the foundation is the philosophy and the methodology is built to execute the philosophy. -Harold

Yes. But you know something, Harold. I can't help thinking that, although "philosophy" in this explanation works, our methodologies are shaped by our beliefs. It isn't always a belief in the methods--it is often a belief in a source of the methods. Think about the salespeople who are forced to follow the company line--regardless of a current state of effectiveness. "If they say this works--then it must work." -Ace Coldiron

Interesting point Ace. I would agree, but also add that our beliefs are not only dependant on our philosophy, but they in some ways shape that philosophy and then spring forth methodologies which conform to ones beliefs and philosophy.

However, you example raises another issue as what I was addressing is the sales person who has the freedom to pursue effective methodologies based on his or her own philosophy. You are correct in the point that many sales people do not have that luxury as they are told what methods to execute in their sales efforts. These sales people must incorporate the belief that what they are being asked to do must work, or else how could they with integrity do it. So in this example, I would suggest that the methodologies is actually shaping the belief.

One's beliefs shape his perspective of reality. So therefore when a belief is held one will unconsciously look for information and act in a manner the supports that belief. -Harold

I'm glad someone brought up Neuro-linguistic Programing. There is a great deal of mis-information about NLP that has been circulating since its inception in 1975. Since we are a motivation research firm, I feel obligated to share a few proven conclusions:

1 The co-creators, Richard Bandler and John Grinder, state explicitly that NLP was designed to be used by psychotherapists within a controlled environment as an adjunct to their current methods. It was never designed to be used in sales.

2 In fact, they sued to protect NLP by attempting to file a patent on the system because of the blatant abuse. They lost the case.

3 The primary assumption is false: we do not learn of the external world through our senses. Rather, sensory neural structures can only generate pulsations like a light-switch; either ON or Off. They are incapable of transferring any information.

4 In 1985 the University of California, Berkeley, ceased funding studies in the attempt to validate the process due to the lack of any credible evidence as a normative approach for the population at large.

5 It has been proven to work only randomly and only as a placebo.

6 However, if it works for anyone in sales or in any part of their life--I still support them.

This may sound hypocritical but standard sales techniques are all placebos in the first place--aren't they? So, whats one more? -John Voris

Good observation.

Philosophy like psychology are both processes or methodologies with different subjects.They are not self-contained entities. And both are based on belief systems of what is right and wrong and what is good or bad.

So, methodology and philosophy are closer than we think. -John Voris

That is why you can read Sun Tzu, Takuan Soho, or Myamoto Musashi in one sitting. -Gary A Boye

Reply to John Voris' comments regarding NLP. Are you saying that there is a view that NLP is not as effective as the billion dollar industry that has grown up around it claims? Are you an NLP skeptic? -Mike Cooper

Just the anticipation of John's answer makes SP a better place! -Gary A Boye

When major universities exhausts their resources after failing to validate NLP and terminate further exploration, yes I become a skeptic.

In fact, mainstream academia today call NLP an occult following along with other metaphysical unscientific theories such as Tarot, Astrology, Psychic and Tea Leaf reading. (Also billion dollar industries)

NLP is a pseudoscience and cannot make any legitimate, consistent, verifiable claims, utterly failing scientific scrutiny. At best it is a placebo.

While NLP was first subjected to scientific examination in the 1980's, people were already making too much money. Even Tony Robbins later climbed on board. Because of the money, they had to somehow discredit not only Berkeley but other academic institutions that came to the same damaging conclusions.

They soon made unfounded and vacuous claims of errors made by researchers, holding the acedemics to standards greater than what NLP could ever meet.

Nevertheless, research is a business and once the funding stopped, NLP was put on the shelf. With academic opposition slowing, the NLP proponents could move forward with new freedom making even greater exaggerated claims.

While the present amount of information that discredits NLP would overload this venue, such opposition has long been muffled by the NLP exploiters. Anyone who teaches NLP or has any financial connection with NLP, will naturally say its the best thing since sliced bread and deny solid opposing evidence.

More importantly, there are presently web locations dedicated to real life sales people, reporting their anger with NLP fraud.

As I said before, NLP can work but only as a placebo and by definition, this cited cause for the intended result is an illusion. -John Voris

Well I guess I know which side of the fence you are on! Thankfully it is a side I already inhabit and suddenly I feel less lonely.

I believe there is much to be said in favour of the theory of being able to communicate effectively via "NLP" but the billion dollar industry that has grown up exploits those who are seeking the silver bullet for sales success.

"Know your customer" is the core principle I preach and you don't need parlour trick and "illusion" to make this happen. -Mike Cooper

We are a research and development firm dedicated to exploring human motivation.

The theory of NLP was being used by the Army prior to 1968 (6 years before Bandler and Grinder). It was called Echoing and was a method of communication but not with normal people. It was used in the psych wards of hospitals. These people suffered from serious pathology or brain damage from auto and other accidents. For this reason, they exhibit a diminished sense of reality awareness which is why Echoing was invented. If you truly "mirror" a normal person, they will call it mockery.

Moreover, the authors state that,"This book is designed to give you an explicit set of tools which will help you to become a more effective therapist." It was never meant to be used in sales training, which is why Bandler and Grinder sued to secure a patent to stop this abuse. However, it was too late as NLP was already a common word and they a lost the case.

We are not in the habit of speaking negatively about theories attempting to help people however, we feel NLP crosses the line of integrity and people should be warned about it.

After over 30 years of sales I have never known ONE person deriving ONE benefit from NLP except I was told, "getting out of the house."

Now, "know your customer" is excellent advice that offers years of verifiable evidence of producing positive results. And of course, experienced sales people know there is no "silver bullet" only hard work.

You are in good company -John Voris