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In this segment, the speaker addresses the common scenario in B2B and B2C sales where prospects request written quotes. They caution that this request is often disingenuous and emphasize the importance of thoroughly qualifying prospects. The speaker highlights that sales professionals may hesitate to ask direct questions due to emotional attachment to the sale and commission. However, they assert that being more direct in qualifying prospects simplifies the closing process. The key takeaway is that asking the right questions is crucial for understanding a prospect's true interest and potential for closing the sale.