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In B2B or B2C sales, prospects often request to receive quotes via email, but this can sometimes be misleading. Sales professionals should strive to clarify the prospect's true intentions and qualifications, as direct questioning is essential for effective closing. Fear of being direct often stems from a strong desire for the sale or commission. It’s crucial to overcome this attachment and focus on qualification. The more a salesperson qualifies prospects, the easier it becomes to close deals. Therefore, asking qualifying questions is key to understanding whether a prospect is genuinely interested or just stalling.
