High Probability Selling is very different. First, we clarify what it is the prospect wants, and we both agree on exactly what those wants are. We call those wants the prospect's Conditions Of Satisfaction. Second, assuming we can fulfill those Conditions Of Satisfaction profitably, we negotiate mutual commitments. In other words, we get crystal clear on what each of us promises to do. When you're negotiating commitments, you're into what you've always called the "close.