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In this tutorial, the speaker addresses the common sales scenario where prospects request a quote. He emphasizes that such requests can often be disingenuous, urging sales professionals to cut through the pretense and assess the prospect's true qualifications. He notes that many salespeople fear asking direct questions due to their strong attachment to closing the sale and earning commissions. However, he stresses that effective qualification is crucial and encourages sales professionals to ask probing questions. The tutorial aims to help salespeople become more confident and straightforward in their approach to closing deals.
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