9-Sales Training // 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 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

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

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

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

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 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

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

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

Follow up with an email explaining the full offer

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

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

Send a calendar invite with all relevant details

Send a detailed email with product information

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 sound more professional and rehearsed

Labeling makes the questions seem more important

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

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 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 only works with prospects who are already warm

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

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

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

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 creates social accountability — trainees feel they must now use the system

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 a motivational tool that helps salespeople make more calls

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

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 legally obligates the prospect to hear the full pitch

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 gives the salesperson permission to extend the call beyond 30 seconds

The first yes confirms the prospect is the decision maker

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

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