During his career Jason Vijil has seen many beginner sales people who think about closing the sale as the most important step that’s separate from everything else. In reality, closing should be a part of a natural progression of your sales process and of your sales presentation. If you’ve done everything right, the prospects will often close themselves. Apple doesn’t chase people to try and close them so that they buy Apple products. People buy the products because they want to buy them. Apple has created a sales process where prospects want to buy and closing the sale happens naturally and organically. People come to the stores or websites and buy Apple products. Some of the prospects have questions. Some want to learn more about technical specifications, which is why Apple has descriptions and specifications that are a part of the process just like closing the sale is. This is why you should not worry or feel anxiety about closing the sale. If you have created a sales process that works, closing will often happen automatically, too.
One of the ways to make sure that the closing will happen is to ask a series of trial close questions during your entire sales process. If you are a professional like Jason Vijil and you establish the momentum during your sales presentation, then you should not have any issues at the closing stage.