If you want to sell as many prospects as you can within the time you have available, it's much more efficient to start with prospects who already want your product or service. With that in mind, we skip the first four steps and begin with the "Action" (close) step. That's where you want a prospect's attention. But, we don't use traditional closing techniques. We have too much respect for people to manipulate them. After you learn more about High Probability Prospecting, you'll see that we're always closing.