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In business sales, both B2B and B2C, prospects often request quotes via email, but this can sometimes be a tactic to evade commitment. As sales professionals, it's essential to assess the true qualifications of prospects rather than accept their requests at face value. Fear of directly questioning the prospect can hinder the sales process, often stemming from a strong desire to secure the sale. It's important to overcome this fear and focus on effective qualification; asking direct questions can ultimately simplify closing the deal. Strengthening qualification skills is crucial for sales success.