Should NLP Be Utilized for IT Telemarketing?


Should Nero-linguistic programming be used for IT Telemarketing?  What is Nero-linguistic programming?  It is a technique that was meant to take the style of top Psychiatrists, as in what they say and how they would say to influence their patients.  The theory also claims that by observing eye movements, tones that you can gain insight in the subconscious.

What does NLP even have to do with technology telemarketing?  Well, it’s important to know that by the 80’s many of the scientific tenants that NLP claimed, were rejected by psychotherapy.  The reason we are addressing this subject in our blog is because NLP moved from psychotherapy universe into the business world where it has since gained some ground and has also influenced some technology telemarketing and IT lead generation.

As with many of the technical strategies that are designed to help manipulate your prospect and give you the upper hand like NLP, they are cumbersome.  If a salesman or telemarketer really tried to study, it could take a lifetime to perfect.  Our take on NLP is that it is the ultimate example of style over substance.  While we don’t completely reject some of the claims and features of NLP, it’s not something we recommend for companies looking to train telemarketers.

One of the beneficial features of NLP is that of mirroring someone voice  tone and pace over the phone.  I have used this technique and found that it can create instant rapport when trying to break the ice with gatekeepers.  It’s not 100%  but it can be effective.  The only problem is that this is technique is more common sense than ‘new’  hypnotic technique.  Ever heard of misery loves company? If someone is in a  slightly depressed mood and you ‘mirror’ that tone, then you are more likely to be accepted by them, while they are in that mood.

Frankly if your intention is to influence people through IT telemarketing to sell your computers consultants marketing and computer services marketing then we recommend using some of the tried and true techniques taught in How To Win Friends and Influence People or even some of the basic tenants from sermon on the mount.  One example would be the golden rule, “Do onto others as you would have then do unto you.” MSP Telemarketing uses these older techniques to influence prospects on your behalf.

Always keep an open mind when it comes to enhancing your marketing, but don’t forget to stay competitive with your pricing and model.  Consider looking at CharTec for HaaS or Hardware as a Services.


John Black is the Marketing Director at MSP Telemarketing and has over 10 years experience marketing for IT providers and VARs to help them get more IT leads that turn into IT sales!