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In business, prospects often request quotes via email, but this can sometimes mask their true intentions. As sales professionals, it's essential to cut through the uncertainty and assess the prospect's actual qualifications rather than immediately complying with their request. Many salespeople hesitate to ask direct qualifying questions due to their desire to secure a sale or commission. However, overcoming this fear is crucial, as thorough qualification makes closing the sale more straightforward. The advice is to prioritize asking qualifying questions to better understand the prospect's commitment and increase the chances of closing successfully.