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In this tutorial, the speaker discusses the common scenario in B2B and B2C sales where prospects request a written quote. The speaker emphasizes that prospects may not always be sincere and that it's crucial for sales professionals to assess the actual qualification of the prospect. He points out that fear of being direct can hamper sales efforts, often stemming from a strong desire to close the sale. To overcome this, salespeople are encouraged to ask qualifying questions and to detach emotionally from the sale. This approach not only helps in understanding the prospect better but also makes closing easier.
