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In B2B and B2C sales, prospects often request a written quote, but this can sometimes be insincere. Sales professionals need to identify the true qualifications of prospects and avoid being indirect in their approach. Fear of being direct typically stems from a strong desire to close the sale and secure the commission, which can hinder effective communication. It is crucial to overcome this fear by asking qualifying questions. Remember, the more thoroughly you qualify a prospect, the easier it will be to close the deal. Engaging directly with prospects helps clarify their intentions and leads to more successful outcomes.
