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In this video tutorial, the speaker addresses a common scenario in B2B and B2C sales where prospects request a quote via email. They emphasize that such requests can often be deceptive, as prospects may not be genuinely interested. The speaker advises sales professionals to cut through uncertainty by qualifying prospects more effectively. They highlight the importance of being direct and assertive when asking qualifying questions, noting that fear of rejection often stems from being overly attached to closing a sale. Ultimately, the speaker concludes that thorough qualification makes closing sales easier.
