Assessment On: Get a Yes Every Time – LIVE Phone Call with Customer by Andy Elliott

Welcome to Your Assessment Test

Topic: 9-Sales Training // Get a Yes Every Time – LIVE Phone Call with Customer by Andy Elliott

This assessment is designed to evaluate your understanding of the key concepts covered in Get a Yes Every Time – LIVE Phone Call with Customer by Andy Elliott. Topics include the psychology behind the yes-chain architecture, building momentum through micro-commitments, using the quick pop technique to create engagement, and leveraging intrigue-based openers to capture a prospect’s attention from the beginning of the call.

The assessment also covers advanced sales communication strategies such as authority transfer, the hypothetical frame for gaining commitment without creating pressure, multiple-choice questioning techniques, the press-through close, and methods for transforming nervous energy into excitement and confidence before engaging with prospects.

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

Andy replaces 'nervous' with 'excited' for telecallers experiencing call anxiety. Neuroscientifically why is this reframe effective — and what does it reveal about the relationship between internal language and physiological state during high-stakes calls?

The reframe works because excitement is more socially acceptable than nervousness

The reframe works because excited salespeople smile and smiling improves tone

Nervousness and excitement produce nearly identical physiological states — elevated heart rate heightened alertness increased adrenaline. The difference is entirely in cognitive appraisal. Labeling the state as 'nervous' activates threat-response behaviors — hesitation avoidance vocal constriction. Labeling it 'excited' activates approach behaviors — energy forward momentum vocal projection. The state is the same; the label changes which behavioral program the brain runs on top of it

The reframe works because it reduces the physical symptoms of anxiety

According to Andy what should you say immediately after 'I was reviewing your account'?

Tell them your product name and its main benefit

Ask them if they are interested in your product or service

Ask them if they remember doing business with you previously

Say 'I need 30 seconds of your time — it's extremely important — can I get 30 seconds?'

According to Andy why should you never tell yourself you are nervous before a call?

Self-talk has no impact on call performance

Nervousness causes your voice to shake which prospects can hear

Nervousness causes you to speak too quickly

Telling yourself you are nervous programs your brain to behave nervously — replace the word 'nervous' with 'excited' because excited and nervous feel physically similar but produce completely different behavior

What does Andy recommend saying to a prospect who pushes back with 'can't you just tell me on the phone?'

Say you cannot because the process requires an in-person step then reframe with the lottery analogy and press through confidently

Agree and provide the information they requested to build trust

Acknowledge the objection and schedule a call back later

Ask them what specific information would convince them to come in

Andy emphasizes 'run the play' — memorize the script word for word and execute it exactly. Why does he say exact memorization produces better results than a general understanding of the concepts?

When a script is fully memorized the salesperson's conscious mind is freed from remembering what to say next — all cognitive resources can be directed toward tone energy listening and real-time adaptation. A partly memorized script requires the salesperson to think about words while also managing the conversation which degrades both delivery quality and responsiveness

Exact scripts prevent salespeople from going off topic

Memorization ensures legal compliance with what is promised

Exact memorization makes calls faster

Andy says 'make it the client's idea every single time.' How does the hypothetically frame specifically achieve this and why is prospect ownership of the decision more powerful than salesperson persuasion?

The hypothetically frame gives the prospect time to think which leads to better decisions

The hypothetically frame only works with prospects who are already warm

The hypothetically frame causes the prospect to mentally walk through making the decision themselves — articulating what they would want what they would do and why — so by the time the real close comes they are not being persuaded by the salesperson but following through on a decision they already made in their own mind

The hypothetically frame reduces the salesperson's legal liability

What does 'in the end it's your decision' accomplish in Andy's call framework?

It gives the prospect an autonomy frame — communicating that you are not trying to force them — which lowers their defensive resistance and makes them more willing to engage with the process

It signals the end of the pitch and the beginning of the close

It signals that you are not confident the prospect will say yes

It is a legal disclaimer protecting the salesperson

Why does Andy say 'can I get 30 seconds?' is more effective than 'do you have a minute?'

It avoids sounding scripted unlike the word minute

Asking for 30 seconds frames the request as extremely brief and low-commitment — anyone can give 30 seconds — making it nearly impossible to say no without seeming unreasonably unhelpful

30 seconds sounds less intrusive than a minute

30 seconds is the actual time the opener takes

According to Andy what should you do immediately after a prospect agrees to come in?

Send a detailed email with product information

Text them your name the address and your direct number so they have a personal connection and know exactly who to ask for when they arrive

Send a calendar invite with all relevant details

Call them back the night before to confirm the appointment

10.

Andy uses 'my general manager personally wanted me to reach out' rather than speaking in his own name. What specific psychological dynamic does this authority transfer create and why is it more persuasive than a salesperson simply making the same claim themselves?

When a senior or higher-status person is attributed as the source of the call the prospect subconsciously elevates the importance of the conversation — a GM calling personally implies significance and genuine interest in the prospect specifically. The salesperson making the same claim in their own name carries lower status and less perceived importance

Authority transfer makes the salesperson sound less responsible for the outcome

Authority transfer is required for compliance in some industries

Authority transfer protects the salesperson if the offer cannot be fulfilled

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