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In this video tutorial, the speaker addresses the common scenario in sales where prospects request a written quote. The speaker emphasizes that such requests can often be insincere and encourages sales professionals to seek clarity on the prospect's qualifications. Many salespeople hesitate to ask direct qualifying questions due to their attachment to closing the sale and earning a commission. The speaker asserts that avoiding these direct inquiries can hinder the sales process. Instead, by rigorously qualifying prospects, sales professionals can facilitate smoother closings, underscoring the importance of confidence and assertiveness in sales interactions.
