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In this tutorial, the speaker discusses the common scenario in B2B and B2C sales where prospects request a quote, which may not always indicate genuine interest. The emphasis is on the importance of qualifying prospects to determine their true intent. The speaker suggests that fear of being direct stems from the sales professional's attachment to closing the deal. They encourage asking qualifying questions to assess the prospect's seriousness. The message is that being thorough in qualification will ultimately make closing easier, reinforcing the idea that clarity and directness are key in the sales process.
