Welcoming the interviewee, if possible, contact him by name and introduce yourself. You should give the name and briefly describe yourself and the firm.
For example: "Good morning, Mr. Jackson! My name is Alexander, I am the Manager of the company "Ilanda". Wholesale kitchen appliances".
Caring about the customer.
Be sure to take care of his comfort, asking if he had a couple minutes of free time.
For example: "could you spare me two minutes of your time."
If the client says too busy, ask what time is best to call back, so it was convenient.
Position of the client, making a small compliment to the firm.
For example: "In the business community, your company has established itself as a reliable partner. We'd like to offer you cooperation on favorable terms."
This way you will be able the customer's interest in continuing the conversation.
A short presentation
Summarize the benefits of your products. It is not necessary to extol, celebrate that it is, for example, enjoys a good demand in the market or its superior quality to most similar products in the same price category.
Create intrigue.
Recall on favorable terms, of which you spoke in the beginning. Tell us about the special conditions, which are the most serious clients. Offer to speak about them at the meeting.
The "finish" of the potential client.
Don't ask the customer whether he wants to meet, but simply ask about the possibility of this meeting.
For example: "We need to meet with you personally, could you give me some time tomorrow, say three o'clock?"
Prepare the ground for a fruitful meeting.
Find out the email address of the customer and send him the presentation of the product and the offer. If the client is familiar with all the necessary information in advance, you can throw all the forces not to enter in, and belief. But do not forget to check with the client if he got acquainted with the submitted proposal.