Make a Customer, Not a Sale.
If instead of striving to sell a product or service, or trying to book an appointment or demonstration, maybe a better focus of your thinking might be to concentrate on building relationships.
As experienced sales people know, if you can position yourself in the eyes of your client as a knowledgeable, solid authority in your industry then the benefits are immense.
Then, instead of listening to you as salesperson, your customer will listen to you as a person whose advice they value in the purchase process they are undertaking.