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In sales, whether B2B or B2C, prospects often request quotes, which can sometimes be insincere. As sales professionals, it's crucial to eliminate ambiguity and determine the true qualifications of the prospect. Many salespeople hesitate to ask direct questions due to their attachment to closing the sale and the desire for commission. However, it's important to overcome this fear. By asking qualifying questions, sales professionals can better assess the potential of the prospect, making closing the sale easier. Remember, being direct and thorough in qualification is key to successful selling.