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In a B2B or B2C sales context, prospects often request quotes via email, but this can sometimes be insincere. Sales professionals should aim to clarify the prospect's qualifications and motivations, as hesitance to ask direct questions may stem from a strong desire to close the sale. Being overly attached to the potential commission can hinder the qualifying process. The speaker emphasizes that by asking the right qualifying questions, salespeople can better assess genuine interest and ultimately make closing the sale easier. Always prioritize understanding the prospect's true intentions before proceeding with the quote.
