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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 ambiguity and assess the true qualification of prospects. Fear of being direct in closing often stems from an attachment to making the sale and earning commission. However, being thoroughly qualified makes it easier to close deals. Salespeople should focus on asking qualifying questions rather than succumbing to the temptation of a quick sale. Remember, effective qualification is key to successful closing.