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 says the live call demonstration — setting a real appointment in front of the training class — proves that his system works. What is the specific value of real-time proof in sales training and how does it change the behavioral commitment of the salespeople watching compared to being told the same technique theoretically?

Real-time proof is entertaining which keeps trainees engaged

Real-time proof creates social accountability — trainees feel they must now use the system

When trainees watch a real appointment being set using the exact words they just wrote down their brain does not just record information — it updates its belief system about what is possible. Theoretical knowledge stays in the cognitive layer; witnessed proof moves into the belief layer. A trainee who believes the system works will use it. One who only knows it intellectually will hesitate improvise and underperform. Andy's live demonstration converts theoretical knowledge into behavioral certainty — which is the only form of knowledge that produces action

Real-time proof demonstrates that the trainer is trustworthy and not just selling a program

Andy says 'I know what the outcome is going to be' before making a call. Combined with Daniel G's 'delusional belief' concept from Video 11 and Andy Elliott's 'sell like a lion' from Video 2 what unified principle about internal certainty emerges — and how does this certainty physically manifest in a phone call's outcome?

Internal certainty prevents the caller from adapting to unexpected prospect responses

Internal certainty is only effective when combined with a strong product or offer

Internal certainty about outcome is not wishful thinking — it is the psychological foundation that determines tonal quality persistence level and recovery speed after objections. A caller who knows they will get a yes speaks with a different cadence handles no differently and recovers faster than one who is hoping. This certainty is audible — prospects subconsciously calibrate their own certainty against the salesperson's meaning high internal certainty in the caller transfers directly into higher compliance in the prospect

Internal certainty is a motivational tool that helps salespeople make more calls

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 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 gives the prospect time to think which leads to better decisions

The hypothetically frame reduces the salesperson's legal liability

The hypothetically frame only works with prospects who are already warm

According to Andy what should you say when someone says no and you have exhausted your press-through options?

Try one more approach with a different angle

Ask to speak with their decision maker

Follow up with an email explaining the full offer

Have a blessed day thank them for their time keep them as a valued customer and move to the next call

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?

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

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

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

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

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

Andy's quick pop technique is designed to prevent the prospect from interrupting or deflecting before the first yes is obtained. Why is getting the first yes — even to a small request — so critical to the rest of the call?

The first yes confirms the prospect is the decision maker

The first yes gives the salesperson permission to extend the call beyond 30 seconds

Getting the first yes creates a micro-commitment that psychologically sets a pattern of agreement — a prospect who has already said yes once is neurologically primed to continue saying yes making subsequent agreement points progressively easier to obtain

The first yes legally obligates the prospect to hear the full pitch

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 is required for compliance in some industries

Authority transfer makes the salesperson sound less responsible for the outcome

Authority transfer protects the salesperson if the offer cannot be fulfilled

Andy teaches that you should brief your manager before an appointment arrives. How does this pre-briefing function as a sales tool rather than just an administrative step?

It ensures the manager knows the appointment is coming so they are not surprised

Pre-briefing allows the manager to check availability of the relevant product

Pre-briefing aligns the entire team on the prospect's situation what was promised and what the goal is — creating a coordinated team close rather than a solo effort. The manager who has been briefed can reinforce the pitch naturally handle trade-in details smoothly and signal to the prospect through the team's prepared behavior that their visit was expected and important — all of which builds confidence and reduces resistance

Pre-briefing is required for compliance with company policy

What does the 'hypothetically' frame do in a sales conversation?

It gets the prospect to mentally commit to a positive outcome without the pressure of making an actual decision — asking them what they would do 'if' creates future pacing without triggering resistance

It signals to the prospect that you are not confident in your offer

It signals that the offer is not yet finalized and may change

It is a disclaimer that protects the salesperson legally