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In this segment, the speaker discusses the common sales scenario where prospects request quotes via email, emphasizing that this can often be a tactic rather than genuine interest. To improve qualification of prospects, sales professionals should avoid being overly cautious about asking direct questions. The speaker encourages sellers to focus on qualifying prospects thoroughly rather than overly desiring the sale, which can cloud judgment. They highlight that asking the right qualifying questions can ultimately lead to easier closings, reinforcing the importance of clarity and directness in the sales process.