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In this tutorial, the speaker addresses the common response from prospects in B2B and B2C sales who request quotes to be sent via email. The speaker emphasizes that this request can often be disingenuous. Sales professionals should prioritize understanding how qualified the prospect truly is rather than fearing direct questions for the sake of securing a sale. The fear of being too direct often stems from a strong desire to close the deal. The speaker encourages salespeople to engage in effective qualification, asserting that thorough questioning facilitates easier closings and enhances the sales process.