Get initial interest and trust, and then turn the situation around to ask questions. Ask Questions , be quiet, and listen. Don't be so quick to sell. The best sales people listen more than they talk . People relax when they hear the sound of their own voice.
People enjoy talking about their jobs, their passions and their businesses.
Give me a good reason why our two companies should not be doing business together, and I'll have a good reason for my boss when l'm asked why I didn't get your business. Then I can quit bugging you with my phone calls. Most of the people you call on are managers themselves and understand that you have a job to do and must report to someone. Try to find a reason your customer won't buy. Ferret out deal killers up front before investing too much time.