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In business sales, whether B2B or B2C, prospects often request quotes via email, which can sometimes be misleading. As sales professionals, it's crucial to cut through the pretense and assess the true qualification of the prospect. Salespeople often hesitate to ask direct questions due to their desire for a sale and commission. However, being more direct and asking qualifying questions can actually simplify the closing process. To improve sales effectiveness, professionals should focus on identifying genuine interest rather than getting too attached to the sale.
