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In this tutorial, the speaker discusses the common scenario in B2B and B2C sales where prospects request a quote, often signaling a lack of genuine interest. The speaker emphasizes the importance of determining the true qualification of prospects rather than getting caught up in the desire for a sale. He highlights that many sales professionals hesitate to ask direct questions due to their attachment to closing deals. To improve closing rates, it's crucial to prioritize qualifying prospects by asking specific questions. This approach can lead to easier and more successful sales outcomes.