How to Close With a Prospect That's Not Going to Close

James Muir: I don't refuse to spend time with any prospect that's not going to close. The first question is does it make sense to X, right? And X would be your ideal advance. If you just kind of lumped all industries together, the close ratios for all industries across the board would be somewhere between 25 and 30%. But yeah, when I was a salesperson, my close ratio was somewhere around 80%. So if you have an ideal advance and a couple of alternative advances, then it's really simple to ask for the close.