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When prospects request a quote, it often signals a lack of genuine interest, especially in B2B or B2C sales. Sales professionals need to cut through the ambiguity and assess how qualified the prospect truly is. Many are hesitant to ask direct questions due to their desire for a sale and attachment to potential commissions. However, directly qualifying prospects is crucial, as doing so ultimately simplifies the closing process. Salespeople should focus on asking qualifying questions to gauge interest and avoid wasting time on uncommitted leads. This approach fosters more effective communication and increases the chances of closing deals.
