When you are making introductory calls to set up new business meetings, you are not selling whatever it is that you sell. You are selling a meeting.
You want a few minutes of your prospect’s time and that’s it. You are not asking your prospect to buy anything or change anything they are currently doing; you are asking your prospect to agree to have a conversation with you.
Most importantly: You are not asking that your prospect make a buying decision on the telephone. If you approach prospects in this manner, you will encounter far less resistance.
