Everything before the ask is preparation, the ask itself comes down to one sentence, and Larry Chiang treats that sentence like it matters more than the hour before it. His rule is to attack the money directly, ask for the paid gig, not the follow, not a future call, not a maybe. That means the last sentence names the deal specifically: the price, the product, or the action, not a vague check-in.
Larry runs the Test step of PQRST right before this moment, a final pass to confirm nothing fuzzy is still sitting unresolved in the room. Asking the direct question with an unresolved fuzzy point still hanging is how closers talk themselves out of deals that were already won. Once the sentence is out, his SuperModel instinct takes over, he sets the pen down and says nothing else.
The urge to keep talking after the ask is strong, and it is almost always the wrong move, silence is the actual second half of the sentence. Larry says most lost deals were not lost on the ask itself, they were lost on the ten seconds of filler that followed it.
The sentence should sound like a statement more than a question, closer to naming the next step than requesting permission for it. If the structure is LCRRM or a One-Way Letter of Intent, the sentence should reference that mechanism plainly, so the buyer knows exactly what happens to their money next.
A clear last sentence removes the guesswork that makes people hesitate, and hesitation is usually what kills a close, not the price. Say the sentence, set the pen down, and let the room do the rest.
Details: Watch the last sentence in action
#LastSentence #AttackTheMoney #Web12