Building Relationships with Sellers · The Cowboy Sales Process

The Battlefield: Your First Hurdle 🧠

Let's cut the crap. When you call a seller, they already have a picture of you in their head, and it’s not a good one. They see a faceless voice from a cubicle farm, another pest trying to get something from them. Their guard is sky-high.

YOUR TURN: Gut Check

Be brutally honest with yourself. The last time a random number called you during dinner, what was your immediate, unfiltered thought?

Write it here: _________________________________________________

That feeling—that annoyance, that suspicion—is exactly what you're up against on every single call. Your first mission is to prove that gut feeling wrong, and you have about seven seconds to do it.

⁠

Your Weapon: The Google Maps Gambit 🗺️

Your most powerful weapon for shattering their defenses is hyper-local knowledge. It’s the tool that transforms you from a random "telemarketer" into a credible "local expert." It makes a seller feel like you're in their world, not just calling into it. You’re not a stranger; you're a neighbor they haven't met yet.

Mindset Shift: Your goal is not to "trick" them. It is to create a genuine connection so a real conversation can happen. Drop the corporate voice. Start talking like a person.

⁠

LIVE FIRE DRILL: Mastering the Playbook 🔥

Time for reps. Theory is useless without practice.

Your Mission: Open a new tab right now. Pick a random residential address in your target market. Got it? Now, start a 30-second timer.

Let's begin the drill:

Plug the address into Google Maps. (5 seconds)

While the seller is talking (simulate this), zoom out. Don't stare at the house. Look at the surrounding area. (10 seconds)

Identify three unique conversation starters. Find them. Fast. What do you see? (15 seconds)

Malls, big-box stores, local grocery chains?

Lakes, parks, golf courses, community centers?

Schools, well-known churches, local restaurants?

YOUR TURN: Write Your Intel

Based on the address you just looked up, list the three local landmarks you found:

________________________________________

If you can do this in 30 seconds while on a call, you're already ahead of 90% of your competition.

⁠

Build Your Arsenal: Script Your Lines ✍️

Intel is useless if you don't know how to deploy it. A good line sounds casual, not creepy. It should flow naturally into the conversation.

Bad: "My map shows you are 1.2 miles from the Target."

Good: "Oh, so you're right over by the Target on Main Street. Super convenient spot."

YOUR TURN: Craft Your Icebreakers

Using the three landmarks you found in the drill, write a natural, conversational line for each one. Don't overthink it. How would you say it to a friend?

Line 1 (based on Landmark 1):

_________________________________________________

Line 2 (based on Landmark 2):

_________________________________________________

Line 3 (based on Landmark 3):

_________________________________________________

⁠

Mission Debrief: Your Pre-Call Checklist ✅

You've run the drill. You've built your arsenal. Now, make it a habit. This isn't a "sometimes" tactic; it's an "every time" standard of excellence.

Before your next block of calls, internalize this checklist.

[ ] Mindset: My goal is to connect, not just to pitch.

[ ] Tool Ready: I have Google Maps open and ready in a separate tab.

[ ] Objective: On every call, I will identify one local landmark and mention it conversationally.

[ ] Promise: I will stop sounding like a telemarketer and start sounding like a local.

Master this, and you will fundamentally change the game. You'll build trust faster, get more honest information, and close deals your competition never even had a shot at. Now go execute.

Need more prospects for your sales team? Prexium gives your reps the fuel to hit their targets. See how it works 👉

The Cowboy Marketer⁠

⁠

Want to print your doc?
This is not the way.

Try clicking the ⋯ next to your doc name or using a keyboard shortcut (

CtrlP

) instead.