This is sometimes the hardest part for salesmen. For me, this is the easiest part. I want to help you become effective over the phone in getting that meeting. Please note I sell in one of the most difficult industries in the world - Office automation. People literally hate us! haha, no jokes - because we deal in long-term contracts and there is 101 other guys doing the same thing.
first off, people are busy with their own work and normally don't have much time to give you over the phone, never mind a face-to-face meeting. You need to get to the point. Obviously you need to be polite and see how they are doing, or how the weekend was, but once they are fine or not fine then get to the point. You are here to help them, you are there to provide a solution to their problems.
So let's open a discussion and see what objections you have faced and I'll be happy to help give solutions to those oppositions