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In this tutorial, the presenter discusses the common request from prospects to receive a quote via email in B2B or B2C sales interactions. The speaker emphasizes that such requests can often be insincere and that sales professionals need to assess the true qualifications of prospects. The fear of asking direct questions during the closing process is highlighted, attributing this fear to an emotional attachment to making the sale and earning a commission. The key takeaway is that thorough qualification of prospects ultimately makes closing easier, encouraging salespeople to be more direct and ask qualifying questions.