You can use Neuro-Linguistic Programming (NLP) in any sales area, even to make a cold call. Since things are very different on the phone than in person, you’ll need to learn how to shape the different NLP techniques to suit your goals.

It will take time for you to learn how to use NLP over the phone effectively, but with a little guidance and advice, you can do great things. You can easily get started by taking advantage of the following helpful tips.

1) Get in the right mindset for making a cold call.

You have to be focused and extremely confident. Don’t worry about rejection. First, the rejection will not be personal, if it occurs. More importantly, you must believe that you have the knowledge and skills to avoid rejection.

Think of it this way. You have a proposal that will provide excellent benefits to the potential client. The only reason for him to reject your proposal will be that you cannot explain these benefits well. Therefore, all you have to do is focus on using your NLP skills.

2) Create a report using voice matching and vocabulary matching.

You can’t do a mirror image when you cold call, but you don’t need to worry about this. Voice matching is an equally powerful tool. All you have to do is match the prospect’s tone of voice. You better talk at the same speed.

You may want to try to match the prospect’s accent, but you should practice this to avoid giving the impression that you are mocking the person. Over time, you’ll even be able to match the breathing pattern of the prospect.

Vocabulary matching involves using the same slang words as the prospect. You will need to work on this before making the cold call. Just research the jargon used in the prospect’s industry. Research the typical jargon for your position, such as a human resources manager or CEO.

3) Not applying the entire NLP sales process when making a cold call.

This is a serious mistake that many people make. You are calling the prospect to initiate the sale and not to close it. That’s why you need to make a good first impression using the rapport building method.

Then you need to present the benefits of the product and the face-to-face meeting in a brief, but powerful way. This is best done with the use of NLP tools such as anchors, metaphors, and comparisons.

4) Use powerful interruption patterns to overcome objections.

It has been estimated that sellers feel more intimidated and helpless when they receive objections over the phone. The stage of making objections is where you have to use your confidence and concentration to the maximum.

They will give you the willpower to counter objections during a cold call. Pattern interrupts, on the other hand, are the tools you need to use.

There are different powerful pattern interrupts to use over the phone. One of them is to say directly: “You are making a big mistake.” Of course, you have to say it with respect.

Another interruption pattern is simply asking, “Why aren’t you interested, since you’ll get all the benefits of the product?” Alternatively, you can just laugh to automatically get the prospect’s full attention.

5) Assume that the prospect has agreed to meet with you.

This is the best way to get the desired result from cold calling. Presuppositions are powerful tools in NLP and covert hypnosis that allow you to perform effective integrated commands.

I’ll show you two ways you can get what you want from the person on the other end of the line. You can ask him bluntly: “When is the best time for you to meet with me to discuss the benefits that the product will bring to your company?”

You can also use presupposition effectively by saying, “Shall we schedule the meeting for Monday or Tuesday?” This should work effectively too. Just remember to use a pattern interrupt again, in case you get a rejection.

Now you know how to use the different NLP techniques most effectively when making a cold call. Keep learning more to gain enough knowledge and skill to successfully close literally every sale.