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In sales, whether B2B or B2C, prospects often request quotes via email, which can sometimes be insincere. To address this, sales professionals should focus on determining how qualified the prospect truly is. Many salespeople hesitate to ask direct questions due to an emotional attachment to closing the sale, which can hinder their effectiveness. It’s essential to overcome this fear and prioritize qualifying the prospect. By asking the right qualifying questions, sales professionals can streamline their process and improve their chances of closing the deal successfully. Remember, thorough qualification makes closing easier.