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In B2B and B2C sales, prospects often request quotes, but this can be misleading as they may not be genuinely interested. Sales professionals should focus on eliminating confusion and clearly assessing the prospect's qualifications. The fear of being direct often stems from a strong desire to secure the sale. However, being too emotionally attached can hinder effective questioning. It's crucial to prioritize qualifying questions, as better qualification leads to an easier closing process. Always remember that a thorough understanding of the prospect's intentions can significantly enhance the chances of successful sales outcomes.