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In the video tutorial, the speaker discusses strategies for qualifying prospects in B2B and B2C sales. They emphasize that when a prospect asks for a quote, it may not always be genuine and highlight the importance of cutting through ambiguity to determine the prospect's true interest. The speaker acknowledges that sales professionals often hesitate to ask direct questions due to attachment to the sale and desire for commission. However, they stress that rigorous qualification can simplify the closing process, encouraging viewers to ask qualifying questions to assess the lead's credibility effectively.