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In sales, whether B2B or B2C, prospects often request quotes, but this can sometimes be misleading. Sales professionals need to be proactive in qualifying prospects to assess their genuine interest. Fear of being direct stems from being overly attached to the sale and the commission, which can hinder communication. To enhance closing success, it's essential to ask qualifying questions instead of simply agreeing to send a quote. By cutting through the smoke and mirrors and directly addressing the prospect's seriousness, sales professionals can better position themselves to close deals effectively.
