A Templeton Finn Coaching Case Study:

COLD CALLING AS FUN AS MAJOR DENTAL SURGERY?

There was one part of having his own business that David really didn't enjoy

David knew that he had to do some cold calling to build up his client base. There was just one problem. He hated it and felt like an idiot if the people weren't interested.

What do you WANT to feel like?

David realised that he did actually need some nervousness to perform at his best and he shouldn't be scared of the feeling.

The first step in helping David was to get him to decide how he wanted to feel when making a call. He said he wanted to feel confident and calm.

We were able to change David's feelings about cold calling using a very light trance and getting David to think of a time he felt really confident and calm. Surprisingly, he imagined a time he had sung in a big performance at the Albert Hall.

We then used neuro linguistic programming techniques to help David take the feelings he had when he was singing at the Albert Hall and apply them to cold calling.

Whilst doing this, David suddenly leaped out of his chair and said: "WOW!" He had realised that he actually felt quiet nervous at the Albert Hall but he had labelled this "excitement". It was a very similar feeling to the one he got before cold calling but in that case he labelled it "abject terror and misery".

David realised that he did actually need some nervousness to perform at his best and he shouldn't be scared of the feeling.

Changing David's thinking patterns

David started to see cold calls as an exciting challenge.

By using guided visualisation techniques, David was able to persuade his brain to treat cold calling in he same way as singing at the Albert Hall, and found he started to regard it as an exciting challenge and actually looked forward to it!

An added bonus, David was able to play his Albert Hall music when on the way to client meetings, to get him in the right frame of mind.

Not long after this session David won a big new client and wrote:

"Twelve months ago I would NEVER have been able to do that...... But Roz it just seemed to come so naturally, as if I'd been doing it for my whole life . . .

WOW am I happy!"