Assessment On: Closing Customers Faster by Slowing Down by Andy Elliott

Welcome to Your Assessment Test

Topic: 10-Sales Training // Closing Customers Faster by Slowing Down by Andy Elliott

This assessment is designed to evaluate your understanding of the key concepts covered in Closing Customers Faster by Slowing Down by Andy Elliott. Topics include the distinction between advancing a sale and closing a sale, identifying the true cause of objections using the binary objection diagnostic, and understanding why slowing down communication at critical moments can increase trust, clarity, and commitment.

The assessment also covers effective closing strategies such as the sniper versus machine gun principle of communication, the Google-it close, the commitment evidence close, the third-party close technique, and methods for helping prospects gain the confidence needed to make decisions they are already inclined to make. These concepts are designed to improve closing effectiveness while reducing resistance and pressure during the sales process.

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

What does Andy mean by the 'sniper vs machine gun' analogy in sales?

A sniper uses one precisely chosen word or question to hit the exact point that moves the prospect — a machine gun sprayer throws many words hoping something lands often accidentally preventing the close by saying the wrong thing

Snipers work alone while machine gunners work in teams

A sniper closes on the first call while a machine gunner makes many calls

Snipers target high-value prospects while machine gunners target volume

What is the 'Google it close' that Andy demonstrates with the water treatment example?

Asking the prospect to Google the specific problem — nitrates in water — right there during the conversation so they discover the danger themselves rather than being told by the salesperson

Showing the prospect your Google reviews and ratings

Sending the prospect a link to product reviews after the call

Googling competitor prices in front of the prospect to show yours is better

Andy's 'how did that feel?' technique accesses the prospect's emotional memory of a past positive state. This is the inverse of Jeremy Miner's future pacing technique which accesses an imagined future positive state. What determines which technique is more appropriate for a given prospect and what does the choice reveal about the importance of prospect diagnosis in closing?

The appropriate technique depends on what the prospect has to work with emotionally. A prospect who has previously experienced the desired outcome — was once fit once financially successful once in a great relationship — has a real emotional memory to access making emotional recall more powerful than future imagination. A prospect who has never experienced the desired state has no emotional memory to access making future pacing the stronger tool. Choosing correctly requires the salesperson to understand the prospect's history — which is why discovery questions earlier in the call are essential to selecting the right close

Future pacing is always more effective because it creates a stronger emotional state

Emotional recall is always more effective because it is based on real experience

How did that feel is for younger prospects while future pacing is for older ones

According to Andy what is the binary close diagnostic for the final objection?

Price or payment

The money or the commitment

The timing or the confidence

The product or the numbers

What is the 'how did that feel?' technique according to Andy?

Asking the prospect to recall a time in the past when they had the result they currently want — feeling fit confident successful — so they emotionally reconnect with that state and feel motivated to get it back

Asking how it felt when a competitor let them down

Asking the prospect how they feel about the price

Asking the prospect how they feel about your product presentation

Andy demonstrates the think-it-over reframe — 'I haven't given you enough information not to think about it' — which agrees with the objection rather than fighting it. Why is agreeing with an objection more effective than countering it at the advance-the-sale stage?

Agreeing makes the prospect feel respected which makes them more likely to buy

When you agree with an objection you remove the adversarial dynamic — the prospect was prepared for pushback and gets none which disarms their defensiveness. By agreeing that they don't have enough to think about yet you simultaneously validate them and create a logical reason to move to the next stage. Countering creates resistance; agreeing creates collaboration

Agreeing is only effective with analytical prospects who need logic

Agreeing works because it delays the close and gives the salesperson more time

Andy says the call should be treated as if each prospect is 'the center of your universe.' Combined with Grant Cardone's champion-building principle from Video 5 and Jeremy Miner's trust-before-close principle from Video 7 what unified theory of prospect relationships emerges — and how does this change the way a telecalling team should measure the quality of their calls?

Quality should be measured by conversion rate per call

Quality should be measured by calls per hour

The unified theory is that every prospect deserves to be treated as a significant unique individual with specific needs and emotional stakes — not as a number in a pipeline. Quality measurement should therefore include how the prospect felt during the call whether the salesperson genuinely understood their situation and whether trust was built regardless of conversion — because a prospect who did not buy today but felt genuinely cared for is a future referral source a future returning client and an ambassador. Measuring only conversion rate captures the harvest but misses the planting

Quality should be measured by whether the salesperson followed the script correctly

Andy distinguishes between advancing the sale and closing the client. This distinction implies that every stage of a conversation has a specific limited objective. How does misidentifying the objective at any stage — attempting to close when you should advance or advancing when you should close — damage the overall trajectory of the sale?

The distinction only applies to face-to-face sales — on calls everything happens in one stage

Stage misidentification only matters in high-ticket sales where the process is longer

Attempting to close before the prospect has enough information and emotional investment triggers premature resistance that becomes increasingly difficult to dissolve — the prospect's objection at stage two becomes more entrenched than it would have been at stage four. Conversely continuing to advance when the prospect is ready to close creates unnecessary delay that can cool their emotional momentum and introduce new doubts. Stage misidentification is therefore not just inefficient — it actively damages conversion probability by triggering resistance at the wrong moment or missing readiness windows

Attempting to close too early wastes time but has no other impact

Andy says 'how did that feel?' to reconnect the prospect with a positive past experience. How does emotional recall work as a motivational force in closing and why is a past positive experience more powerful than a future promise?

Emotional recall only works if the prospect had a recent relevant experience

Past experiences are more credible than future promises because they are factually verifiable

Past experiences are more motivating because they require less imagination

A past positive experience the prospect actually lived is stored in their emotional memory — they can physically re-access the feelings associated with it. When Andy asks 'how did it feel when you were fit and could wear anything?' the prospect does not imagine a feeling they re-experience a real one. Future promises ask the prospect to believe something they have not felt yet; emotional recall asks them to feel something they already know is real

According to Andy why is advancing the sale more appropriate than closing at an early stage of a conversation?

Closing requires full information to be on the table — if numbers have not been disclosed and the prospect has not fully engaged with the solution an attempted close will be premature and will trigger resistance. Advancing the sale moves them to the stage where a close is appropriate

Advancing the sale is only relevant in face-to-face interactions

Early-stage closing is only inappropriate for high-ticket products

Prospects cannot make financial decisions at early stages