Assessment On: A Live Sales Call by Grant Cardone By Grant Cardone

Welcome to Your Assessment Test

Topic: 8-A Live Sales Call by Grant Cardone By Grant Cardone

This assessment is designed to evaluate your understanding of the key concepts demonstrated in A Live Sales Call by Grant Cardone. Topics include identifying the decision maker early in the sales conversation, understanding the three primary reasons prospects do not buy, building influence through internal champions when direct access to the decision maker is unavailable, and effectively communicating return on investment (ROI) to address price-related concerns.

The assessment also covers sales progression techniques, including establishing price before attempting a close, handling common buying barriers, maintaining control of the conversation, and ensuring that every interaction advances the prospect toward a clear next step, even when an immediate sale is not possible.

Assessment Instructions

The assessment consists of 10 Multiple Choice Questions (MCQs).
Each question carries 1 mark.
Only one option is correct for each question.
There are no negative marks for incorrect answers.
Questions skipped or left unanswered will be considered as 0 marks.
Retakes are not permitted once the assessment has been submitted.
The total duration of the assessment is 15 minutes.
The timer will start automatically once you enter your Name and Email Address and click on "Start Test".
Ensure you have a stable internet connection and complete the assessment within the allotted time.
Read each question carefully and submit your responses before the timer expires.

All the best!

Name

Grant asks Shannon 'when you go to Ed how would you make sense of $1800 a month?' What is the strategic purpose of this question?

To teach Shannon how to present the ROI case to Ed — effectively training his champion to handle the same objections Grant just handled so the internal conversation mirrors the sales conversation

To test whether Shannon genuinely believes in the product

To check whether Shannon understands the pricing structure

To identify whether $1800 is within Shannon's own budget authority

Shannon tells Grant that Ed wants to see progress and results before committing. How does Grant handle this 'show me results first' objection without offering a free trial?

He reframes the entire conversation — pointing out that $4.5 million was made with zero training that the cost is 0.01% of their net and asking whether they think they could make $42000 more which covers the entire annual cost

He shares case studies from similar companies to prove results

He asks Shannon to start on a month-to-month basis and track results over 60 days before reviewing

He offers a 30-day money-back guarantee to reduce Ed's risk

Grant's three reasons framework — won't use it won't work not the decision maker — functions as both a diagnostic tool and a pre-emptive close. How does deploying this framework at the beginning of a call change the psychological dynamic of the entire conversation for a telecaller?

It immediately establishes price expectations and reduces negotiation later

It makes the prospect feel interrogated and reduces their openness to the pitch

By naming all possible objections at the outset and asking the prospect to identify which applies Grant eliminates the prospect's ability to introduce surprise objections later — every objection the prospect raises has already been categorized anticipated and implicitly agreed to be one of only three giving the telecaller complete control of the objection space for the entire call

It is only effective in high-ticket B2B sales and does not apply to telecalling environments

Grant compares the $3600 monthly training cost to $37000 in magazine and newspaper spend and $50000 in TV advertising. What broader pricing principle is he applying and why is it effective?

Anchoring — establishing a high price first to make the training cost seem smaller by comparison

Discounting — implying the training is cheaper than other options to compete on price

Loss aversion — suggesting the advertising spend is wasted without training to back it up

Price context reframing — positioning the training cost against existing spend the prospect has already accepted making the new investment feel proportionally small and logically justified

What analogy does Grant use to explain why a company must invest in tools for their salespeople even if they hire trained staff?

A driver who still needs a car even if they have a licence

A teacher who needs textbooks even if they are qualified

A chef who still needs a kitchen even if they are a trained cook

A mechanic who brings their own toolbox to a dealership — the employer still needs to provide the tools

What is a 'champion' in the context of this sales call?

A non-decision-maker who is convinced of the product's value and will advocate for it internally to the actual decision maker

The top performing salesperson on the prospect's team

The prospect who signs the contract

The person who originally referred the prospect to the salesperson

What technique does Grant use when he asks 'there are only two reasons you wouldn't do this — can I share them with you?'

A qualifying question to understand the prospect's budget

A rapport-building opener to start the conversation

A pre-emptive objection handling technique that surfaces and addresses objections before the prospect raises them

A closing technique used at the end of the call

Grant uses the analogy of daily push-ups to describe the effect of daily training — 'you cannot say that about advertising.' What is the deeper strategic point he is making about the difference between training spend and advertising spend?

Training compounds daily into guaranteed capability improvement while advertising produces variable and unpredictable results depending on market conditions — making training a more reliable investment than advertising for improving revenue

Advertising has a higher ROI than training for most businesses

Advertising is wasteful and companies should redirect all spending to training

Training and advertising serve different purposes and should not be compared

When Grant asks the prospect 'what did you make last year and how much training did you do?' what is the strategic purpose of these two questions together?

To establish the gap between their current results achieved with zero training and the potential results possible with daily training — making the investment feel obvious

To build rapport by showing interest in the company's history

To understand the company's financial health before discussing pricing

To qualify whether the company can afford the program

According to Grant Cardone how many reasons are there why a prospect will not buy?

Two or three

One

Four

Five