NLP: Modelling excellence

Modelling is a strategy that’s often used in neuro-linguistic programming (NLP) to help people create excellence in everything they do.

It involves replicating what someone else does in an exact and systematic way, so that you can perform the same task excellently yourself. Every time.

In NLP, it’s believed that using modelling allows you to develop the skill or behaviour you desire in around half the time the person you’re modelling took to attain their own level of proficiency.

We start with the idea that all people are equal in terms of physical and mental capabilities. The difference lies in the values, beliefs and attitudes that drive and motivate them to excel.

For example, in a sales team you’ll often find a predictable mix of those who struggle and are unmotivated, those who plug away steadily, and those who consistently perform at the top of their game.

The results of the whole team can be lifted significantly by modelling the behaviours and attitudes of the top performers.

What exactly does the top performer do before, during and after each selling opportunity that makes their results so exceptional?

Want more articles like this? Check out the performance section.

External factors might be the sales pitch they use, the clients they contact, and their research methods. Less obvious – but perhaps even more influential – are internal factors, such as:

• The pictures they see in their heads (in NLP we call this their internal representation)
• Their emotional state (for example, are they enthusiastic or reluctant?)
• Their physiology (for example how do they carry themselves? What body language do they display?)
• Their values and beliefs about what they’re doing

As a soloist, you may not be surrounded by colleagues you can model yourself on, but there’s bound to be someone whose success you’d like to replicate. Perhaps a competitor, an ex-teammate or boss, or a high profile player in your industry would fit the bill?

You can even model yourself. Just follow this step-by-step guide.

Think of an occasion in the past when you achieved excellence. It might be a time you successfully pitched a sale or delivered a knockout presentation.

Now, ask yourself the following questions:

• What did I see, hear, feel and say to myself before the event? During the event? After the event?
• What was important to me about this event?
• What was my emotional state before, during and after the event?
• What was my physiology like?
• How did I plan for the event?
• How were my goals linked into the event?

Make mental or written notes about the answers and think about ways you can replicate that success so that next time a similar occasion arises you’ll be all set to achieve the same level of excellence. You might even want to use the NLP technique of anchoring to get yourself even more primed for a great outcome.

Who can you model to create and achieve consistent excellence?