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In this video tutorial, the speaker discusses the importance of qualifying prospects in B2B and B2C sales. Often, when a prospect asks for a quote, it may not be a genuine interest but rather a standard response. Sales professionals should strive to eliminate ambiguity and assess the true qualification of prospects. The speaker emphasizes that fear of being direct can hinder effective closing, often stemming from an excessive desire for a sale or commission. To counter this, they encourage asking direct qualifying questions, stating that strong qualification ultimately makes closing easier.