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In this tutorial, the speaker addresses the common scenario where prospects ask sales professionals to send quotes via email. They emphasize that this request can often be insincere, underscoring the need for salespeople to assess how qualified a prospect truly is. The speaker highlights that fear of being direct arises from a strong desire to secure the sale and earn commission. To overcome this, sales professionals should focus on asking qualifying questions rather than avoiding directness. They assert that rigorous qualification leads to easier closings, encouraging salespeople to prioritize clarity and confidence in their interactions.