Open Daily: 10am - 10pm | Alley door pickup 10am - 7pm 3038 Hennepin Ave Minneapolis, MN
612-822-4611

  • Open Daily: 10am - 10pm
    Alley-side Pickup: 10am - 7pm

    3038 Hennepin Ave Minneapolis, MN
    612-822-4611

Open Daily: 10am - 10pm | Alley-side Pickup: 10am - 7pm
3038 Hennepin Ave Minneapolis, MN
612-822-4611
Ask First, Close Last: A Sales Book for People Who Hate Selling

Ask First, Close Last: A Sales Book for People Who Hate Selling

Cervino, Michael

Paperback

ManagementMarketing

ISBN13: 9798252846361
Publisher: Independently Published
Published: Mar 26 2026
Pages: 120
Weight: 0.38
Height: 0.25 Width: 6.00 Depth: 9.00
Language: English
You lost the deal. You were cheaper, more experienced, and better reviewed. So what happened?

The other guy asked better questions.

If you work for an MSP, a VAR, or a software company, you've probably been selling the same way everyone else does: walking into meetings with a feature sheet, talking about what you offer, and hoping something sticks. Then the prospect nods politely, says they'll think about it, and signs with someone else.

Ask First, Close Last is a different approach. It's a consultative selling system built for technical professionals who never wanted to be in sales but find themselves responsible for growing a business. People who know their product cold but struggle to turn that knowledge into conversations that lead to revenue.

Inside, you'll learn:

  • The Trust Equation: the four components that determine whether a prospect sees you as a vendor or an advisor
  • The Five Types of Questions that move deals forward without ever feeling like a sales pitch
  • The LAER Framework (Listen, Acknowledge, Explore, Respond): the most effective method for handling objections like we're happy with what we have and we don't have the budget
  • How to build proposals that start with the prospect's words, not your feature list
  • How to use AI tools to prep for meetings in ten minutes instead of two hours
  • A complete sales operating system you can implement this week

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