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In this tutorial, the speaker discusses the common scenario in sales where prospects request a written quote. They emphasize that such requests can sometimes be misleading, urging sales professionals to discern the true intent and qualification of prospects. The speaker identifies a common fear among salespeople: the reluctance to ask direct questions due to a strong desire for the sale and commission. They encourage overcoming this fear by focusing on asking qualifying questions. Ultimately, the message is that thorough qualification of prospects makes the closing process easier and more effective.