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In sales, whether B2B or B2C, prospects often request quotes, but this can sometimes be misleading. Sales professionals must focus on assessing how qualified the prospect really is, rather than falling for their initial responses. A common fear among salespeople is being too direct in their questioning, often due to their desire to secure the sale and earn a commission. However, it's essential to overcome this fear; effective qualification leads to easier closings. Therefore, it is crucial to ask direct, qualifying questions to determine the genuine interest and potential of the prospect.