{"id":5792,"date":"2022-03-14T16:41:16","date_gmt":"2022-03-14T20:41:16","guid":{"rendered":"https:\/\/thediversitymovement.com\/?p=5792"},"modified":"2023-12-11T17:02:19","modified_gmt":"2023-12-11T22:02:19","slug":"inclusive-cold-call-scripts-sales-professionals","status":"publish","type":"post","link":"https:\/\/thediversitymovement.com\/inclusive-cold-call-scripts-sales-professionals\/","title":{"rendered":"How to Create Inclusive Cold Call Scripts for Sales Professionals"},"content":{"rendered":"<p><button id=\"listenButton1\" class=\"responsivevoice-button\" type=\"button\" value=\"Play\" title=\"ResponsiveVoice Tap to Start\/Stop Speech\"><span>&#128266; Listen to this article<\/span><\/button>\n        <script>\n            listenButton1.onclick = function(){\n                if(responsiveVoice.isPlaying()){\n                    responsiveVoice.cancel();\n                }else{\n                    responsiveVoice.speak(\"According to a 2021 study from LinkedIn and Forrester, incorporating DEI principles into your sales practices can result in a multitude of benefits, including 28% higher conversion rates, 12% higher sales attainment, and 6% higher customer satisfaction. In other words, inclusion isn\u2019t just good for people \u2013 it\u2019s also good for your balance sheet.\u00a0 In previous articles, we\u2019ve explored the process of incorporating DEI principles into resume reviews, employee onboarding, marketing campaigns, frontline operations, and a wide variety of other instances because we know that the most successful businesses integrate DEI throughout their organizations. Today, we\u2019ll offer actionable tips for how you can incorporate DEI principles into your cold-call scripts. Here are our do\u2019s and don\\'ts for inclusive cold calling. DO create a genuine connection built on mutual benefit Your success as a sales representative depends on your ability to connect with many different people from different backgrounds and with different experiences and build meaningful relationships. When first calling a prospect, introduce yourself, give a quick introduction to your company, and name exactly why you\u2019re calling. Remember that genuine connection relies on mutual benefit. What will your product or service solve for this person? Ideally, you will spend the first few minutes building rapport with the other person by asking questions about their business needs. Listen, listen, listen. Remember that your role is to find mutual benefit, not just sell. People can tell when you\u2019re just going through the motions of building a relationship for the sake of the sale. DON\u2019T use alienating words and phrases\u2026 and beware, they\u2019re much more common than you may know Inclusive sales language is a critical element in treating every person with respect, and this is especially true for cold calls since you\u2019re relying solely on your words and tone of voice to make a good impression. Learn best practices for inclusive language and follow the tips below.\u00a0 Avoid using common cultural expressions that may not be familiar to all people. These are often called idioms, such as \u201ca dime a dozen,\u201d \u201cbite the bullet,\u201d \u201cmake a long story short,\u201d and \u201cit\u2019s not rocket science.\u201d Every language has different idioms, and while these phrases may seem universal to the person using them, they often alienate and sometimes even offend people from different cultures and backgrounds.\u00a0 Always, always, always start with gender-free language. Never assume a person\u2019s gender identity based on their name, appearance, or voice. Instead, do your research ahead of time to find the person\u2019s correct pronouns. Replace phrases like \u201cHello Sir\u201d and \u201cHello Ma\u2019am\u201d with \u201cHi there\u201d or a simple \u201cHello.\u201d Then, give the person your name and pronouns to start the conversation. Once you\u2019ve introduced yourself using your pronouns, it will feel more natural and comfortable to ask for their pronouns too. For instance, you might say \u201cHi, I\u2019m Robin from The Diversity Movement, and I use he\/him pronouns. May I ask your pronouns?\u201d DO embrace individuality The salespeople that consistently close deals are also the ones who use respectful, thoughtful language and take the time to connect with each person on a personal level. While it can be difficult to find common ground and engage with prospects who come from different backgrounds or cultures than you, it\u2019s certainly not impossible. It just takes a little patience and practice. To refine your skills, you might consider asking a friend to play the prospect, while you practice cold calling them. Although this may feel silly at first, it\u2019s a great way to rehearse potentially challenging moments so they don\u2019t feel surprising or uncomfortable when they arise. In order to get to know your prospect, ask questions, show interest in their answers, and store this information for future use. For example, if you place a call to a potential customer and they mention they love cooking, ask what cuisine they most enjoy and store this information for your follow-up call (even if you don\u2019t land the sale on the first try). So many lifelong sales partnerships start with a curious and attentive sales rep getting to know their client on an individual level.\u00a0 It\u2019s these small moments of connection that unlock workplace excellence and, over time, transform your business culture to reach greater results through diversity, equity, and inclusion. To learn more about incorporating inclusion into your cold calls, sales cycle, and sales language, contact us today. Shelley Willingham,\u00a0CDE, is Vice President of Business Strategy at The Diversity Movement. She is an\u00a0entrepreneur,\u00a0business strategist, and marketer who uses an equity lens to help clients achieve better business outcomes. Connect with her on\u00a0Linkedin.\", \"US English Male\");\n                }\n            };\n        <\/script>\n     <\/br><br \/>\n<span style=\"font-weight: 400;\">According to a <\/span><a href=\"https:\/\/www.linkedin.com\/business\/sales\/blog\/diversity-inclusion-belonging\/diversity-inclusive-impact-on-sales-forrester-report\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400;\">2021 study from LinkedIn and Forrester<\/span><\/a><span style=\"font-weight: 400;\">, incorporating DEI principles into your sales practices can result in a multitude of benefits, including 28% higher conversion rates, 12% higher sales attainment, and 6% higher customer satisfaction. In other words, inclusion isn\u2019t just good for people \u2013 it\u2019s also good for your balance sheet.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In previous articles, we\u2019ve explored the process of incorporating DEI principles into <\/span><a href=\"https:\/\/thediversitymovement.com\/crafting-inclusive-resume-review-process\/\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400;\">resume reviews<\/span><\/a><span style=\"font-weight: 400;\">, <\/span><a href=\"https:\/\/thediversitymovement.com\/best-practices-for-inclusive-onboarding\/\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400;\">employee onboarding<\/span><\/a><span style=\"font-weight: 400;\">, <\/span><a href=\"https:\/\/thediversitymovement.com\/power-of-narrative-in-inclusive-marketing-campaigns-branded-content\/\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400;\">marketing campaigns<\/span><\/a><span style=\"font-weight: 400;\">, <\/span><a href=\"https:\/\/thediversitymovement.com\/dei-training-improve-front-line-market-reach\/\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400;\">frontline operations<\/span><\/a><span style=\"font-weight: 400;\">, and a wide variety of other instances because we know that the most successful businesses integrate DEI throughout their organizations. Today, we\u2019ll offer actionable tips for how you can incorporate DEI principles into your cold-call scripts. Here are our do\u2019s and don&#8217;ts for inclusive cold calling.<\/span><\/p>\n<p><a href=\"https:\/\/thediversitymovement.com\/library\/%20\" target=\"_blank\" rel=\"noopener\"><img decoding=\"async\" class=\"alignnone wp-image-8876 size-large lazyload\" data-src=\"https:\/\/thediversitymovement.com\/wp-content\/uploads\/2023\/04\/NEW-TDM-Library-Display-Ad_Large-A-1024x341.png\" alt=\"TDM Library: your one-stop-shop for update, expert DEI Resources. Explore the platform with a free trial. Click here to learn more.\" width=\"1024\" height=\"341\" data-srcset=\"https:\/\/thediversitymovement.com\/wp-content\/uploads\/2023\/04\/NEW-TDM-Library-Display-Ad_Large-A-1024x341.png 1024w, https:\/\/thediversitymovement.com\/wp-content\/uploads\/2023\/04\/NEW-TDM-Library-Display-Ad_Large-A-600x200.png 600w, https:\/\/thediversitymovement.com\/wp-content\/uploads\/2023\/04\/NEW-TDM-Library-Display-Ad_Large-A-300x100.png 300w, https:\/\/thediversitymovement.com\/wp-content\/uploads\/2023\/04\/NEW-TDM-Library-Display-Ad_Large-A-768x256.png 768w, https:\/\/thediversitymovement.com\/wp-content\/uploads\/2023\/04\/NEW-TDM-Library-Display-Ad_Large-A.png 1200w\" data-sizes=\"(max-width: 1024px) 100vw, 1024px\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 1024px; --smush-placeholder-aspect-ratio: 1024\/341;\" \/><\/a><\/p>\n<h3>DO create a genuine connection built on mutual benefit<\/h3>\n<p><span style=\"font-weight: 400;\">Your success as a sales representative depends on your ability to connect with many different people from different backgrounds and with different experiences and build meaningful relationships. When first calling a prospect, introduce yourself, give a quick introduction to your company, and name exactly why you\u2019re calling. Remember that genuine connection relies on mutual benefit. What will your product or service solve for this person?<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Ideally, you will spend the first few minutes building rapport with the other person by asking questions about their business needs. Listen, listen, listen. Remember that your role is to find mutual benefit, not just sell. People can tell when you\u2019re just going through the motions of building a relationship for the sake of the sale.<\/span><\/p>\n<h3>DON\u2019T use alienating words and phrases\u2026 and beware, they\u2019re much more common than you may know<\/h3>\n<p><span style=\"font-weight: 400;\">Inclusive sales language is a critical element in treating every person with respect, and this is especially true for cold calls since you\u2019re relying solely on your words and tone of voice to make a good impression. Learn <\/span><a href=\"https:\/\/thediversitymovement.com\/say-this-not-that\/\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400;\">best practices for inclusive language<\/span><\/a><span style=\"font-weight: 400;\"> and follow the tips below.\u00a0<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Avoid using common cultural expressions that may not be familiar to all people. These are often called idioms, such as \u201ca dime a dozen,\u201d \u201cbite the bullet,\u201d \u201cmake a long story short,\u201d and \u201cit\u2019s not rocket science.\u201d Every language has different idioms, and while these phrases may seem universal to the person using them, they often alienate and sometimes even offend people from different cultures and backgrounds.\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Always, always, always start with gender-free language. Never assume a person\u2019s gender identity based on their name, appearance, or voice. Instead, do your research ahead of time to find the person\u2019s correct pronouns. Replace phrases like \u201cHello Sir\u201d and \u201cHello Ma\u2019am\u201d with \u201cHi there\u201d or a simple \u201cHello.\u201d Then, give the person your name and pronouns to start the conversation. Once you\u2019ve introduced yourself using your pronouns, it will feel more natural and comfortable to ask for their pronouns too. For instance, you might say \u201cHi, I\u2019m Robin from The Diversity Movement, and I use he\/him pronouns. May I ask your pronouns?\u201d<\/span><\/li>\n<\/ul>\n<p><a href=\"https:\/\/theinclusivelanguagehandbook.com\/\" target=\"_blank\" rel=\"noopener\"><img decoding=\"async\" class=\"aligncenter wp-image-6166 size-full lazyload\" data-src=\"https:\/\/thediversitymovement.com\/wp-content\/uploads\/2020\/09\/TILH-Ad.png\" alt=\"ad featuring the inclusive language handbook cover\" width=\"1200\" height=\"400\" data-srcset=\"https:\/\/thediversitymovement.com\/wp-content\/uploads\/2020\/09\/TILH-Ad.png 1200w, https:\/\/thediversitymovement.com\/wp-content\/uploads\/2020\/09\/TILH-Ad-600x200.png 600w, https:\/\/thediversitymovement.com\/wp-content\/uploads\/2020\/09\/TILH-Ad-300x100.png 300w, https:\/\/thediversitymovement.com\/wp-content\/uploads\/2020\/09\/TILH-Ad-1024x341.png 1024w, https:\/\/thediversitymovement.com\/wp-content\/uploads\/2020\/09\/TILH-Ad-768x256.png 768w\" data-sizes=\"(max-width: 1200px) 100vw, 1200px\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 1200px; --smush-placeholder-aspect-ratio: 1200\/400;\" \/><\/a><\/p>\n<h3>DO embrace individuality<\/h3>\n<p><span style=\"font-weight: 400;\">The salespeople that consistently close deals are also the ones who use respectful, thoughtful language and take the time to connect with each person on a personal level. While it can be difficult to find common ground and engage with prospects who come from different backgrounds or cultures than you, it\u2019s certainly not impossible. It just takes a little patience and practice. To refine your skills, you might consider asking a friend to play the prospect, while you practice cold calling them. Although this may feel silly at first, it\u2019s a great way to rehearse potentially challenging moments so they don\u2019t feel surprising or uncomfortable when they arise.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In order to get to know your prospect, ask questions, show interest in their answers, and store this information for future use. For example, if you place a call to a potential customer and they mention they love cooking, ask what cuisine they most enjoy and store this information for your follow-up call (even if you don\u2019t land the sale on the first try). So many lifelong sales partnerships start with a curious and attentive sales rep getting to know their client on an individual level.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">It\u2019s these small moments of connection that unlock workplace excellence and, over time, transform your business culture to reach greater results through diversity, equity, and inclusion. To learn more about incorporating inclusion into your cold calls, sales cycle, and sales language, <\/span><a href=\"https:\/\/thediversitymovement.com\/contact\/\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400;\">contact us today<\/span><\/a><span style=\"font-weight: 400;\">.<\/span><\/p>\n<p><a href=\"https:\/\/thediversitymovement.com\/library\/%20\" target=\"_blank\" rel=\"noopener\"><img decoding=\"async\" class=\"alignnone size-large wp-image-8041 lazyload\" data-src=\"https:\/\/thediversitymovement.com\/wp-content\/uploads\/2023\/03\/TDM-Library-Footer-Ad-A-1024x85.png\" alt=\"Display ad for TDM Library. Text says &quot;Find more content like this in TDM Library. Start my free trial&quot;\" width=\"1024\" height=\"85\" data-srcset=\"https:\/\/thediversitymovement.com\/wp-content\/uploads\/2023\/03\/TDM-Library-Footer-Ad-A-1024x85.png 1024w, https:\/\/thediversitymovement.com\/wp-content\/uploads\/2023\/03\/TDM-Library-Footer-Ad-A-600x50.png 600w, https:\/\/thediversitymovement.com\/wp-content\/uploads\/2023\/03\/TDM-Library-Footer-Ad-A-300x25.png 300w, https:\/\/thediversitymovement.com\/wp-content\/uploads\/2023\/03\/TDM-Library-Footer-Ad-A-768x64.png 768w, https:\/\/thediversitymovement.com\/wp-content\/uploads\/2023\/03\/TDM-Library-Footer-Ad-A.png 1200w\" data-sizes=\"(max-width: 1024px) 100vw, 1024px\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 1024px; --smush-placeholder-aspect-ratio: 1024\/85;\" \/><\/a><\/p>\n<p><em><a href=\"https:\/\/thediversitymovement.com\/team\/shelley-willingham\/\" target=\"_blank\" rel=\"noopener\"><b>Shelley Willingham<\/b><\/a>,\u00a0CDE, is Vice President of Business Strategy at The Diversity Movement. She is an\u00a0<a href=\"https:\/\/shelleywillingham.com\/\" target=\"_blank\" rel=\"noopener\">entrepreneur<\/a>,\u00a0business strategist, and marketer who uses an equity lens to help clients achieve better business outcomes. Connect with her on\u00a0<a href=\"https:\/\/www.linkedin.com\/in\/shelleywillinghambusinessstrategist\" target=\"_blank\" rel=\"noopener\">Linkedin<\/a>.<\/em><\/p>\n<div class=\"ss-inline-share-wrapper ss-stretched-inline-content ss-small-icons ss-with-spacing ss-rounded-icons\"><\/div>\n","protected":false},"excerpt":{"rendered":"<p>According to a 2021 study from LinkedIn and Forrester, incorporating DEI principles into your sales practices can result in a multitude of benefits, including 28% higher conversion rates, 12% higher15<\/p>\n","protected":false},"author":2,"featured_media":5793,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[67,57,5],"tags":[],"tdm_type":[92],"class_list":["post-5792","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-inclusive-language-communication","category-inclusive-marketing-sales","category-blogs","tdm_type-articles"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v25.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to Create Inclusive Cold Call Scripts for Sales Professionals - The Diversity Movement<\/title>\n<meta name=\"description\" content=\"In this blog, we offer actionable tips for how you can incorporate DEI principles into your cold-call scripts. 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