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In this video tutorial, the speaker discusses the common situation in sales where prospects often ask for a quote via email, but this request may be misleading. To improve qualification of prospects, the speaker emphasizes the importance of asking direct questions instead of avoiding them due to a fear of losing a sale. Many sales professionals become overly attached to closing the deal, which can hinder effective qualification. The key takeaway is that asking qualifying questions can make the closing process easier, as it helps determine the genuine interest and readiness of the prospect. Always strive for clarity to enhance the sales process.
