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In the tutorial, the speaker discusses handling requests from prospects to send quotes in B2B or B2C sales contexts. He emphasizes that such requests can often be insincere, as prospects may not be genuinely interested. To improve efficiency, sales professionals should focus on qualifying prospects more rigorously instead of merely being eager to close a sale. The speaker notes that fear of direct questioning often stems from the salesperson's attachment to the potential commission. He encourages asking clarifying questions to accurately assess the prospect's qualification, which ultimately makes closing easier.
