If you get paid commission, chances are you do some cold calling from time to time. Here at ReminderMedia I lead a team of more than 100 salespeople who spend most of their day making colds calls. We take the practice very seriously.

Proper technique makes all the difference in the world when you’re doing something repetitively. Here are the 3 basic principles we apply to our system to mechanize the process and close a ton of deals.

Smile and Dial

No matter how you skin it, sales is a cold, hard-numbers game. Your success will be directly correlated to the number of times you fail. The number of dials you make will be the greatest factor when it comes to how many prospects you close.

If you’re a real estate or insurance agent, you probably won’t be making cold calls at such a rapid clip, but the tactic is just as important.

Science proves that listeners can hear your smile and the tone of your voice changes based on your facial expression. A common trait among top producers is their ability to go from rejection to rejection with their optimistic attitude intact.

Know Your Script, Know Your Prospect

Every Oscar-worthy performance has started with an amazing script that an actor ingrained in their hearts and minds. Then they added their own stylistic flair to make it their own. Same goes for a sales pitch. Get to know it like the back of your hand and, once you do, inject your personality into the pitch. Don’t ad-lib randomly throughout every call.

Creating a great script will come from your ability to analyze and understand your prospect. What are their wants and needs? What is their primary motivation for getting out of bed every morning? Empathy is a key ingredient for closers.

Have a One-Call-Close Mentality

The one-call-close is legendary at ReminderMedia. We make every dial with a moonshot in mind. Unfortunately, it is not a reality. Reality dictates that we’ll have to make many calls before we close a prospect. Remember, as Grant Cardone has perfectly written, “When value exceeds price, then price is no longer an issue.” Your pitch has to present a level of value that conquers apprehension.

Focus your attitude, get to know your prospect to write the perfect script, and go into every call believing you can close. Any salesperson who can combine and apply these three tactics will become a top closer in no time.