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In this tutorial, the speaker discusses common scenarios in B2B and B2C sales where prospects request quotes, often as a way to evade commitment. Emphasizing the importance of transparency, the speaker urges sales professionals to assess the true qualifications of prospects rather than getting swayed by their requests. Fear of direct questioning, often tied to a strong desire for a sale or commission, can hinder effective qualification. The speaker encourages salespeople to conduct rigorous qualification by asking direct questions, asserting that doing so will ultimately facilitate an easier closing process.
