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In this brief monologue, Corrado Fontana challenges the common sales practice of treating the sending of a quote (preventivo) as the end of the sales process. He argues that salespeople must adopt an imperative to close deals, emphasizing that a quote is not a final step but a tool that may even be unnecessary for a competent seller. Fontana highlights that many salespeople lack a decisive qualification of the prospect, which prevents them from closing. He concludes that without the ability to close, a salesperson is unfit for the role.
