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In this tutorial, the speaker addresses common scenarios in B2B and B2C sales where prospects request a quote, often as a way to defer or evade commitment. The speaker emphasizes that many prospects may not be genuine when they ask for a quote. To improve sales effectiveness, it's crucial for sales professionals to eliminate ambiguity and ascertain the actual qualification of the prospect. The fear of being direct arises from the desire to secure the sale and commission, but this attachment can hinder successful closing. The advice is to ask qualifying questions, reinforcing that thorough qualification leads to easier closures.
