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When prospects request a quote via email, it can often be disingenuous. As sales professionals, it's crucial to cut through the uncertainty and assess the true qualification of the prospect. Many times, fear of being direct arises from a strong desire to close the sale, which can hinder the process. To overcome this, it's essential to ask qualifying questions confidently. The more effectively you qualify a lead, the easier it becomes to close the deal. Always remember that seeking clarity on a prospect's intent can lead to more successful outcomes in sales.