8-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

According to Grant why do salespeople fail to perform well?

They are not given enough time to close deals

They are not motivated by commission

They do not have the right leads

They do not train — and they are not successful because they are not trained

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 rapport-building opener to start the conversation

A qualifying question to understand the prospect's budget

A closing technique used at the end of the call

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

Grant says 'sell your product set your hook and get a call with the DM' when dealing with a non-decision maker. What does 'set your hook' mean in this context and why is it critical?

Ask for a written referral to the decision maker

Mention the price early to anchor the prospect's expectations

Leave behind a product brochure for the non-DM to share

Create enough genuine interest and conviction in the non-DM that they are motivated to advocate for the product to the decision maker — the hook is the emotional and logical case that makes the non-DM want to carry the conversation forward

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

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

It immediately establishes price expectations and reduces negotiation later

Grant's call demonstrates that a sale can be advanced even when the deal cannot be closed in the current conversation. What is the hierarchy of outcomes a telecaller should target when they realize a close is not possible on the current call and why does clearly defining this hierarchy matter for call performance?

The only alternative to closing is scheduling a follow-up call without any specific agenda

There is only one acceptable outcome — the close — and calls that do not close should be considered failures

The hierarchy is: close the deal if the DM is present and convinced set a call with the DM if a champion has been built secure a specific next step with a date and time if neither is possible leave behind a clear hook if no commitment can be obtained. Defining this hierarchy matters because it gives the telecaller a purpose at every stage of the call — rather than ending the call in ambiguity they always advance to the highest available outcome which compounds pipeline value over time

Telecallers should always attempt to close regardless of whether the DM is present

Grant says 'if I don't spend I don't get' — and the prospect agrees. Yet the prospect still has hesitation about spending on training. What psychological barrier does this reveal and how does Grant resolve it?

The prospect intellectually accepts that spending produces returns but has not yet connected that principle specifically to training spend — they have mentally categorized training differently from advertising. Grant resolves this by forcing the prospect to apply their own belief consistently: if spending produces returns everywhere else why would training be different

The prospect needs social proof from similar companies before committing

The prospect is fundamentally opposed to spending money on anything

The prospect is testing Grant's negotiating flexibility by expressing hesitation

Grant says 'if you don't have the price laid out it doesn't matter because you're not going to be able to make any sense to this guy.' Why is price clarity a prerequisite for any close and how should a telecaller apply this principle?

Without a clear price on the table the prospect cannot make a financial decision — any attempt to close without price clarity leaves the conversation in an undefined state where neither party can move forward. A telecaller must establish price before attempting to advance to the next step

Price should only be mentioned at the very end of a call to avoid early resistance

Price clarity is only important in high-ticket B2B sales

Price should be avoided unless the prospect specifically asks for it

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

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

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

Grant says 'there's no money in training — I want my guys doing this at night.' What principle does this reveal about how Grant structures his team's time and what lesson does it hold for a telecaller?

Training during work hours is acceptable only for new hires

Revenue-generating activity — calls meetings closes — must dominate work hours. Training should happen outside those hours so the team maximizes productive selling time. A telecaller should protect their calling block as sacred and use off-hours for skill development

Salespeople should train in the morning before calls begin

Salespeople should never be taken off the phone for training purposes

10.

How does Grant reframe the cost of the training program when the prospect mentions they spend $37000 a month on advertising?

He says training and advertising are not comparable

He suggests cutting the advertising budget to fund the training

He says the training is cheaper than one week of advertising

He points out that training makes the advertising dollar work better — so it multiplies the return on money they are already spending

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