I really enjoy the cold calling part of sales. It's not that difficult either, for a small commission I will give you some advice. 😉
Remember that you're dealing with people and peole are different, some people like being asked "how was your day?", some people offer their first name and clearly invite you to use it especially in a first call as it's polite and friendly, some people will expect you to be pally, some people like to know it's a courtesy call very often a cold call is just that. Surf-Mat clearly isn't one of those people! 😉
He clearly uses the best suppliers available and wouldn't be too interested, so I wouldn't waste my time with him and I wouldn't worry about anything negative he says about me. As I don't know him or his industry or the market or the competition, this is hypothetical. Thereare good and bad clients out there, you don't have to sell to everyone. Just to put it into perspective in my last job I took an area with 30k turnover pa to 270k turnover pa in my first 18 months, air con products.
I was involved in face to face contact though, cold calling with telephone isn't my bag at all.