If Someone Wouldn't Buy Unless They Were 'Convinced' on a Phone Call... Are They Actually a Good Prospect?

A question for the Casino: If someone WOULDN'T buy unless they were "convinced" to on a phone call... Are they actually a good prospect?

Think about that for a hot second.

Do the best buyers need to be "closed"?

No.

The BEST buyers already know what their problem is AND what the solution looks like. They show up to the call armed with the knowledge they need to make a decision with limited friction.

The closer's job at that point? Grab the baton. Answer questions. Confirm (not create) value and fit. Tailor the solution. Facilitate the transaction.

Which isn't LESS skill. It's MORE.

Reading a qualified buyer, knowing when to talk and when to shut up, pitching without overselling... That takes a sharp rep.

But it only works when everyone else ran THEIR leg first. Educating. Qualifying. Building trust.

When that doesn't happen, the closer isn't grabbing a baton. They're being handed a mess.

And THAT'S what gooroos are actually training us to clean up.

And it's also why the average casino closer blows the socks off of the average 'corporate' rep. The average sales rep here at the Casino has to work WAY harder to get a deal across the table than the average corporate rep. They're dealing with prospects a big boy business wouldn't DREAM of putting in front of their sales team in a million years.

The entire gooroo sales model — objection handling, frame control, urgency tactics, "cost of inaction," etc. — exists to manufacture a decision that should've happened naturally.

If the offer was right. If the leads were actually qualified. If the prospect had time to educate themselves before ever booking a call.

When all of that is done? Near-zero gooroo tactics are required. Let that sink in.

If your business requires heavy closing to survive, the problem isn't your closer's skill set. It's your structure, process, offer, marketing, lead quality or all of the above.

Too bad selling "fix your upstream" means we can't keep blaming the already incredibly talented sales pros in this space for our business failures, or it might get more air time.

Buuuuuut nope. Let's just keep teaching reps to drag reluctant people across a finish line they weren't trying to cross and then tell them they suck when it's not a PIF.