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In this tutorial, the speaker discusses the common scenario in B2B and B2C sales where prospects often request a quote. They emphasize that many times this request can be misleading, as prospects may not be genuinely interested. To address this, sales professionals should eliminate ambiguity by properly qualifying prospects. The speaker notes that fear of being direct often stems from an overattachment to securing the sale, which can hinder effective communication. They encourage salespeople to ask qualifying questions to gain clarity, stating that the more thorough the qualification, the easier the closing process becomes.
