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In this tutorial, the speaker addresses the common scenario in B2B and B2C sales where prospects request written quotes. They emphasize that this request can often be a deceptive tactic, leading to a need for sales professionals to accurately assess prospect qualifications. The speaker highlights the importance of being direct in communication and warns against the fear of asking straightforward questions due to a strong desire for the sale. They advise that by rigorously qualifying leads, closing deals becomes easier. The key takeaway is to prioritize asking qualifying questions to better understand prospects’ intentions.
