Easing tension

Your palms are sweating as you pick up the phone to make a call on a very warm lead and you are feeling like there is a lot riding on the call. Oddly enough as soon as the person on the line answers and realizes you are a sales person the tension likely increases between the two of you.  You are nervous and they are probably bothered.
Last week I talked about opening statements and suggested that you need a good one.  I have used this one for many years and with great results as not many can resist being asked for help.
Not sure if you can help me, but thought you could possibly point me in the right direction. Would you happen to know who in your organization would be responsible for carrier selection with regard to truckload, intermodal and less than truckload shipments?  I’m Dan Dobson with Trinity Logistics, and we specifically help companies with these types of freight moves. Any help you could provide would be very graciously appreciated.
As soon as you get to the right person a great tension breaker is to say something like this.  Before we get started, I noticed on your web site that you manufacture fracking fluid tanks.  Since that is such a hot topic right now can you tell me briefly how those huge tanks are transported.  It looks like they actually have their own wheels.
Tension is usually broken as they launch into how that is done and you have demonstrated to them that you have done some research about what they do and are interested in broadening your knowledge.  A good start in establishing a relationship with someone who can help coach you into becoming the trusted advisor that we all would like to be become.