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In a business-to-business (B2B) or business-to-consumer (B2C) context, sales professionals often encounter prospects who request to receive quotes via email. However, these requests can often be misleading. It's essential for salespeople to determine how qualified a prospect truly is, rather than getting caught up in the desire to make a sale. Many sales professionals hesitate to ask direct, qualifying questions due to their attachment to the outcome and fear of rejection. To improve closing rates, it’s crucial to prioritize effective qualification over the anxiety associated with direct questioning. Ultimately, thorough qualification facilitates easier closing.