While not always politically correct to admit, a strong accent can be an initial barrier because it forces the prospect to focus more on understanding the words than on the value being communicated. The solution isn't to eliminate the accent, but to compensate by slowing down and enunciating clearly.
Related Insights
A one-size-fits-all AI voice fails. For a Japanese healthcare client, ElevenLabs' agent used quick, short responses for younger callers but a calmer, slower style for older callers. This personalization of delivery, not just content, based on demographic context was critical for success.
The goal of using a local phrase isn't fluency, but connection. Fumbling through a word shows you've made an effort to meet the client in their world. This act of trying is more appreciated than perfect execution because it demonstrates respect and a genuine desire to connect with them on their terms.
The speaker lost a promising lead by describing his service with vague terms like "strategy" and "enablement." He realized he should have focused on the specific, tangible problems his service solves, like overcoming cultural differences for offshore sales teams calling into America.
Top salespeople aren't afraid to pause a prospect to ask for clarification. While many fear this appears rude or unintelligent, it actually demonstrates deep engagement and the confidence to control the conversation. This micro-skill prevents fatal misunderstandings and ensures alignment before moving forward.
Sellers often adopt an overly formal, academic persona when speaking to executives, which creates distance. In reality, executive conversations are simple, direct, and unpretentious. Drop the jargon and complicated words. Your goal is clear communication, not demonstrating your vocabulary.
Salespeople often adopt a higher-pitched, strained voice, believing it sounds more professional. However, listeners perceive this as inauthentic and untrustworthy, causing them to subconsciously disengage. True connection comes from a natural, relaxed tone, as your voice is an 'instrument of the heart' that reveals your genuine state.
Don't improvise your cold calls. Writing out a script allows you to stop worrying about *what* to say and focus your mental energy on *how* you say it—your tone, pacing, and confidence. This is the key to sounding natural and building rapport, even when you're anxious.
Talking too fast (like a "New Yorker in California") isn't just a stylistic mismatch; it implicitly tells the customer the relationship is about you, not them. Adjusting your pace is a powerful, non-verbal way to demonstrate empathy and show you are willing to meet them in their world.
In the first minute of a cold call, resist the urge to pitch your product. Instead, lead with a 'reverse pitch' that focuses entirely on the prospect's potential problems. This approach is three times more effective than using solution-focused language, as it speaks to what the buyer actually cares about.
A simple act of pausing to ask for clarification when you don't understand something demonstrates genuine engagement and active listening. This small gesture can be more persuasive to a prospect than a flawless pitch, as it shows you are prioritizing understanding over just speaking.
