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In this tutorial, the speaker addresses the common scenario where prospects request a quote via email during B2B or B2C sales. He emphasizes that such requests can often be insincere, urging sales professionals to identify how genuinely qualified these prospects are. He highlights that fear of being direct in these situations often stems from a strong desire to close the sale and earn commission. To combat this, he advises salespeople to ask qualifying questions, reinforcing that thorough qualification can make closing the deal much easier. The key takeaway is the importance of cutting through the uncertainty by being direct and focused on the prospect's true intent.
