Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 13

As a salesperson for Montreal Satellites, you sell television satellite dishes for homes, apartments, and businesses. After installing a satellite in Jeff Sager's home, you ask him for a referral. Jeff suggests you contact Tom Butler, his brother-in-law.
Mr. Butler is a well-known architect who designs and constructs unique residential homes. Your objective is to sell Mr. Butler a satellite for his office and home in hopes that he will install them in the homes he builds. Certainly he is a center of influence and a good word from him to his customers could result in numerous sales. Thus, another objective is to obtain referrals from Mr. Butler.
After eight attempts, you now have Mr. Butler on the telephone. What would you say in order to get an appointment and set the stage for getting referrals