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In business sales, whether B2B or B2C, prospects often request written quotes, but this can sometimes be insincere. Sales professionals should focus on cutting through the uncertainty to accurately assess the prospect's qualifications. A common barrier to direct questioning is the salesperson's attachment to closing the deal, driven by the desire for commission. It's crucial to overcome this fear and ask qualifying questions; the more effectively you qualify a prospect, the easier closing the sale becomes. Prioritizing direct communication will enhance the sales process and help identify genuine interest.
