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In the tutorial, the speaker discusses the common sales scenario where prospects request a quote but may not be genuine in their interest. Emphasizing the importance of cutting through deception, the speaker encourages sales professionals to directly assess the qualification of prospects. They highlight that fear of being direct often stems from a strong desire to close the sale. To improve closing rates, the speaker advises asking more qualifying questions rather than getting too attached to the sale. Ultimately, they stress that thorough qualification makes closing easier.
