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In this video tutorial, the speaker addresses a common situation in B2B and B2C sales where prospects request written quotes. He suggests that such requests are often disingenuous and cautions sales professionals to focus on accurately qualifying prospects. The speaker emphasizes the importance of overcoming the fear of direct questioning, which often stems from a strong desire to close the sale. He argues that being more direct and asking qualifying questions can lead to easier closures. The key takeaway is that thorough qualification of prospects is essential for successful sales.
