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In this tutorial, the speaker discusses the common scenario in sales where prospects request quotes via email. They emphasize that such requests can often be misleading, as prospects may not be genuine. To navigate this, sales professionals are encouraged to eliminate uncertainty by thoroughly qualifying prospects. The speaker highlights the importance of being direct during the sales process, suggesting that fear of losing the sale can hinder effective communication. Instead of avoiding direct questions, salespeople should focus on qualifying prospects diligently. This approach will ultimately make closing deals easier, reinforcing the idea that rigorous qualification leads to better sales outcomes.
