My experience with closing sales has changed over the years. My first experience was more than 45 years ago, but today's sales close is different than in the past. To be effective you need to come into the presentation with a clear expectation of what the intent of the call is. If they have done their research and are beyond just interest, your job is to act as a trusted guide.

The questions you ask are designed to have the prospect clarify and determine for themselves your solution is what they are looking for. Remember that all sales decisions are made emotionally and justified logically. It took me years to figure this out.

If you are throwing out all kinds of features and benefits thinking you are going to dazzle them with your product knowledge, I'm afraid you will be disappointed more often than not. Rather, ask them deep questions based on how they will feel AFTER they buy from you.

These are the emotional triggers that cause them to come to their own conclusions, on their own terms. There is not hard close. My favorite conclusion is: "We can help you with that. When would you like to start?" With this approach, there is never any buyer's remorse or refunding. It is truly magical.  A great resource for this is Jeb Blount's book Sales EQ How Ultra High Performers Leverage Sales Specific Emotional Intelligence.