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When a prospect asks a salesperson to send a quote, it’s often a deceptive response. Sales professionals need to clarify the prospect's qualification rather than just acquiescing to the request. A common fear among salespeople is the reluctance to ask direct qualifying questions due to their attachment to closing the sale and earning commission. However, being assertive in qualification makes the closing process easier. The key takeaway is to prioritize gathering genuine information about the prospect’s interest and intentions, ensuring that the approach is direct and focused.