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In this tutorial, the speaker discusses the common sales scenario where prospects request quotes via email. He emphasizes that prospects may not always be truthful about their intentions, highlighting the need for sales professionals to assess their qualifications directly. The speaker suggests that fear of being straightforward often stems from an attachment to closing the sale and earning the commission. He advises sales professionals to overcome this fear by asking direct qualifying questions to better understand the prospect's genuine interest. Ultimately, he asserts that proper qualification simplifies the closing process.