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In this tutorial, the speaker addresses the common scenario in B2B and B2C sales where prospects request quotes, often as a way to avoid commitment. The speaker emphasizes that prospects may not always be truthful in these situations, urging sales professionals to move beyond superficial interactions and assess the true qualifications of prospects. The fear of being direct when asking qualifying questions is explored, with the speaker suggesting that this fear often stems from a strong desire for the sale and commission. However, they assert that being thorough in qualification ultimately simplifies the closing process, urging listeners to confidently ask direct questions to gauge seriousness.