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In this tutorial, the speaker emphasizes the importance of qualifying prospects in B2B or B2C sales. He notes that when prospects ask for a quote, it can often be insincere. To enhance your sales effectiveness, the speaker urges sales professionals to be direct in their inquiries rather than avoiding confrontation due to a strong desire for the sale. This fear can stem from a personal attachment to the commission. He encourages asking qualifying questions to determine how serious a prospect is, stating that the more thoroughly you qualify leads, the easier it will be to close the sale.
