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In this tutorial, the speaker emphasizes the importance of qualifying prospects in B2B and B2C sales. They highlight that when a prospect requests a quote, it often indicates a lack of genuine interest, as prospects can be deceptive. Sales professionals are encouraged to cut through the uncertainty and directly assess a prospect's qualifications. The fear of being direct typically stems from a strong desire to secure the sale and commission. However, the speaker asserts that the more rigorously a salesperson qualifies prospects, the easier it becomes to close deals. Hence, they advise asking qualifying questions to better gauge a prospect's true intent.
