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In B2B and B2C sales, prospects often request quotes, but this can sometimes be a tactic rather than genuine interest. Sales professionals should aim to determine the true qualification of prospects rather than getting caught up in the desire to close a deal. Directness is often avoided due to the fear of rejection or attachment to the sale, which can hinder effective qualification. It's essential to ask qualifying questions to gain clarity and improve closing opportunities. Remember, better qualification leads to easier closings in the long run.
