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In the video tutorial, the speaker discusses the common scenario in sales where prospects request a written quote. They emphasize that such requests can often be insincere, urging sales professionals to assess the true qualification of prospects instead. The speaker addresses the fear many salespeople have about asking direct qualifying questions, attributing it to a strong desire for the sale and commission. They highlight the importance of being direct and suggest that effectively qualifying prospects can lead to easier closings. The key takeaway is to prioritize asking qualifying questions to gauge the seriousness of the prospect's interest.
