Many times I get pitched on the phone. No proper introduction, no explanation of what the call is about before engaging in a bucket load of spiel. No "How are you today?" or "This is what we do, would it be of interest"? 

My general reply... "How are sales going for you?"

Despite all of the freely available information on and off- line to the contrary, it seems people are still after a quick or instant sale with zero social output.

For those aiming for successful promotion of product there is no better resource than the trusted telephone for making first contact. That's it though, your aim has to be to provide value and consideration of your prospects requirements. Forget selling, your aim here is to do nothing more than make an appointment. It doesn't just take the pressure out of the equation, it provides an excellent opportunity to see if you will be wasting your time taking the conversation any further.

Unless you are scrolling through and calling everybody in your local phone book, you'll want to know hand-in-heart that what you have to offer will be of true benefit to your proposed client. Anything lesser and I'll say now that people rarely think twice about hanging up on pushy sales folk.

Take the time to say hello and ascertain now is a good time for a 2 minute chat. Ask how their day is going and relate to it in some way. If stressed, suggest calling at a more convenient time. Introduce yourself and the name of your company and ask if familiar with your services. If yes, what do they know. If not, give a quick outline and testimonial of similar businesses and/or clients that have benefited. Explain how you intend being of service and then whether 20 minutes (or however long you require) of their time on a specific date would be of interest.

Take time to listen to their tone. It is a great way to ascertain if you are heading in the right direction. Are they curious or showing interest? Are they already using similar services and could they be improved in some way? Never forget that you are there to provide value, if commissions earned are forefront in your thoughts, your mind is in the wrong place.

I've had it said to me that people will go further for something they want than they will for something they need. Think about that with your own purchases.

I hope that helps.