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In sales, whether B2B or B2C, prospects often request quotes via email, which can sometimes be disingenuous. It's essential for sales professionals to cut through the uncertainty and assess the true qualifications of a prospect. Many salespeople hesitate to ask direct questions due to their attachment to closing the sale and earning commissions. However, it's important to overcome this fear; asking qualifying questions can simplify the closing process. Ultimately, proper qualification leads to easier closings, reinforcing the importance of being direct and clear in communication with potential clients.