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In this tutorial, the speaker addresses the common scenario in B2B and B2C sales where prospects request a quote, emphasizing that this can often be a misleading tactic. Sales professionals are encouraged to cut through the uncertainty and directly assess the prospect's qualifications. The speaker points out that fear of being direct often stems from being overly attached to closing the sale and earning commission. To improve closing rates, it’s essential to ask qualifying questions, as thorough qualification ultimately makes the closing process easier. The key takeaway is to prioritize direct communication over attachment to the sale.
