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In sales, particularly B2B or B2C, prospects often request quotes via email, which can sometimes be disingenuous. It's essential for sales professionals to discern the true qualification of these prospects. Many are hesitant to ask direct questions due to their desire for the sale and attachment to the commission. However, being straightforward in qualification enhances the likelihood of closing the deal. To succeed, salespeople should prioritize asking qualifying questions over trying to secure a sale prematurely, as stronger qualification ultimately leads to easier closings.