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In B2B and B2C sales, prospects often request quotes via email, but they may not be genuine. Sales professionals should focus on accurately qualifying prospects instead of getting caught up in the sale or commission. Being overly attached to the sale can lead to hesitation in asking direct questions. To increase closing success, it's important to qualify leads effectively by asking the right questions. The speaker encourages salespeople to aim for clarity and honesty in the sales process, emphasizing that a more rigorous qualification can simplify closing deals.