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

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

Send a calendar invite with all relevant details

Send a detailed email with product information

Call them back the night before to confirm the appointment

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

What is the multiple choice technique and why does Andy say you must use it at decision points?

Asking multiple questions at once to cover all possible responses

Offering multiple products and letting the prospect choose the best fit

Giving the prospect three price options to choose from

Instead of asking an open-ended question at a decision point — which causes hesitation — giving the prospect specific options to choose between which makes deciding easy and keeps the conversation moving

What is the reciprocity principle as Andy applies it in a sales context?

Referring the prospect to a competitor if you cannot help them

Giving something to the prospect — even something small like a drink — before asking for anything which triggers their natural instinct to give something back

Offering a discount in exchange for a commitment to buy

Matching the prospect's energy and communication style

Andy says 'make it the client's idea every single time.' Combined with the multiple choice technique how does the salesperson create a situation where the prospect believes they chose the product rather than being sold it — and why does perceived ownership of the decision eliminate most post-sale buyer's remorse?

Perceived ownership is created by letting the prospect pick the color and accessories

The multiple choice technique presents a set of options that all lead to a sale — newer bigger smaller lower miles — so whatever the prospect picks they are choosing within the salesperson's frame. But critically they made the choice themselves — they said 'something bigger.' When they drive away in the bigger vehicle they chose the decision is theirs and their brain defends it rather than second-guessing it. Buyer's remorse comes from feeling sold to — it rarely comes from decisions we believe we made freely

Perceived ownership requires the prospect to sign a voluntary agreement

Perceived ownership is created by avoiding any pressure language during the close

Andy demonstrates the quick pop technique in a live call setting. How does the pace and sequence of the quick pop specifically exploit the prospect's brain processing speed — and what would happen to the technique's effectiveness if the salesperson paused between each statement?

Pausing between statements would give the prospect time to ask clarifying questions

Pausing would reduce the urgency frame and make the offer seem less important

The quick pop works because the prospect's brain processes incoming language slightly behind real-time speech. By delivering statements in rapid succession — name company account review urgency permission request — Andy completes the sequence before the prospect's brain has finished processing the first statement and generating a defensive response. A pause between each statement would give the prospect's brain time to catch up evaluate each statement independently and form a rejection at any point in the sequence

Pausing would make the call sound more professional and rehearsed

Andy's call framework is built entirely around yes-chain architecture — every question and statement is designed to produce a yes. How would a telecaller need to adapt this architecture when calling a completely cold prospect who has no prior relationship with the company and what elements would need to change while preserving the core yes-chain principle?

Cold prospects require a completely different framework — the yes-chain does not work without a prior relationship

The yes-chain principle remains intact for cold calls — you still need small initial commitments leading to larger ones. The adaptation required is in the authority and familiarity elements: 'I was reviewing your account' becomes 'I noticed your company / I was looking at your profile' the GM reference becomes a relevant credential or social proof point and the first qualifying question shifts from product ownership to problem identification. The core architecture — get a yes to time yes to a question yes to a hypothetical yes to a next step — works for any prospect type when the specific content is adapted to their situation

Cold calls require a much longer opening before any commitment questions can be asked

Cold prospects cannot be engaged with a yes-chain because they have no prior interest

What is the authority transfer technique according to Andy Elliott?

Referring the prospect to a more senior salesperson when facing a complex objection

Mentioning a famous client to establish credibility

Asking to speak with the prospect's manager or decision maker

Attributing the reason for the call to a senior person — 'my general manager personally wanted me to ask you' — to add credibility and importance to the request

What does Andy Elliott call the 'quick pop' technique?

A short opening pitch delivered in under 10 seconds

A sequence of rapid statements delivered one after another before the prospect has time to think building momentum toward a yes

A rapid-fire series of objection rebuttals delivered at the end of a call

A technique for quickly ending calls that are going nowhere

Andy teaches labeling questions before asking them — 'I've got two quick questions.' How does this technique specifically reduce resistance compared to asking questions without labeling them first?

Labeled questions are easier to answer because the prospect has time to prepare

Labeled questions sound more professional and rehearsed

Labeling makes the questions seem more important

Labeling creates a preview of the conversation's structure — the prospect knows exactly how many questions are coming which removes uncertainty about how long they will be engaged. Uncertainty about duration is a major driver of resistance; when the prospect knows the end is in two questions they relax and engage rather than looking for an exit

Andy's entire outbound calling system is built on a chain of micro-commitments — each yes leads to the next. How does the psychological principle of commitment and consistency explain why this chain produces fundamentally different outcomes than a single large commitment request?

Each micro-commitment activates the consistency principle — humans have a deep psychological need to behave consistently with their prior stated positions. Once a prospect has said yes to 30 seconds yes to the first question yes to the second question and yes to the hypothetically frame their brain has established a consistent pattern of agreement. Reversing that pattern at the close requires overcoming not just the salesperson's argument but their own prior behavior — which most people will not do

A chain of commitments is more time-efficient than one large request

A chain of small requests is less likely to trigger price resistance

Micro-commitments work because they gradually reveal the full scope of the ask