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In sales, whether B2B or B2C, prospects often request quotes, which can sometimes be deceptive. Sales professionals need to cut through the ambiguity and assess the prospect's qualification. Direct questioning is essential, but many are hesitant due to their attachment to the sale and desire for commission. To improve closing rates, it’s crucial to focus on thorough qualification. By asking the right questions, salespeople can better understand the prospect's true intentions and increase their chances of success.