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In business sales, whether B2B or B2C, prospects often request quotes, but this tactic can sometimes be deceptive. Sales professionals should aim to clarify the prospect's true qualification level instead of being overly accommodating. This hesitation to ask direct questions often stems from fear of jeopardizing a potential sale and commission. However, being assertive and asking qualifying questions is crucial, as it simplifies the closing process. Ultimately, focusing on qualification rather than attachment to the sale leads to more effective outcomes in sales conversations.
