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In the video tutorial, the speaker addresses a common scenario in B2B and B2C sales where prospects request a quote to be sent via email. The speaker emphasizes that such requests can often be deceptive, as prospects may not be genuinely interested. To effectively close sales, sales professionals should focus on qualifying prospects rather than becoming overly attached to the sale outcome. The speaker encourages asking direct qualifying questions to assess the prospect's true interest and commitment. By doing so, professionals can simplify the closing process, making it easier to succeed in their sales efforts.