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The tutorial discusses the common scenario in B2B and B2C sales where prospects request a quote via email, often as a deceptive tactic. Sales professionals are encouraged to eliminate ambiguity by assessing the true qualification of prospects. It highlights a common fear among salespeople of being direct due to a strong desire for the sale and commission. The tutorial advises that being more qualifying in questioning helps facilitate the closing process, reinforcing the idea that direct engagement can lead to better outcomes. Salespeople are urged to ask qualifying questions instead of simply fulfilling requests for quotes.