9-Sales Training // Get a Yes Every Time – LIVE Phone Call with Customer by Andy Elliott

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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 say immediately after 'I was reviewing your account'?

Ask them if they are interested in your product or service

Ask them if they remember doing business with you previously

Say 'I need 30 seconds of your time — it's extremely important — can I get 30 seconds?'

Tell them your product name and its main benefit

What is the authority transfer technique according to Andy Elliott?

Mentioning a famous client to establish credibility

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

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

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 is the purpose of saying 'I was reviewing your account' at the start of a call?

To establish legal compliance by referencing the CRM record

To demonstrate that you have done thorough research on the prospect

To signal that you are calling about a problem with their account

To create intrigue and curiosity — the prospect wonders what account you are referring to which keeps them on the line to find out more

Andy's house analogy — 'if your house was worth $100000 and someone offered you $500000 would you give them two minutes?' — is used to overcome the no. What makes this analogy specifically effective at breaking through resistance?

The analogy forces the prospect to agree to a universal principle — anyone would give two minutes for a 5x return — and then bridges that agreement directly back to the call. The prospect cannot logically refuse the analogy and once they agree to the principle refusing the actual request becomes logically inconsistent

The analogy creates urgency by implying the offer is time-limited

The large numbers create fear of missing out

The analogy distracts the prospect from their original objection

According to Andy Elliott what is the golden rule of communication in sales?

Make it easy to say yes hard to say no and make it the client's idea every single time

Always start with the price to qualify the prospect early

Always be closing — every statement should move toward a sale

Ask as many questions as possible to understand the prospect's needs

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?

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

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

Real-time proof is entertaining which keeps trainees engaged

Andy's framework produces a series of yeses before the close but he also says if someone says no at the end have a blessed day and move on. How do these two seemingly contradictory approaches — maximum persistence during the call and complete non-attachment at the end — work together as a unified selling philosophy?

The two approaches target different prospect types — persistent with deciders non-attached with non-deciders

They are contradictory and represent different situations requiring different responses

Persistence during the call is for warm leads while non-attachment is for cold leads

During the call maximum persistence serves the prospect — Andy genuinely believes the offer is valuable and that most resistance is habitual rather than considered. Pressing through gives the prospect the opportunity to overcome their own default resistance. But once all techniques are exhausted and the prospect has genuinely decided no continuing becomes disrespectful and damages the relationship permanently. Non-attachment at the end protects both the prospect's dignity and the salesperson's energy for the next call

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

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

A short opening pitch delivered in under 10 seconds

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

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

10.

Andy says the goal is to get the prospect thinking about what they would buy on the way to the appointment. What psychological state does this create and how does it benefit the salesperson before the prospect even walks in?

When a prospect spends time imagining what they would replace their current product with they are mentally rehearsing the purchase. By the time they arrive they have already partially committed in their own mind — they are in buying mode rather than evaluation mode. This shifts the salesperson's job from persuasion to confirmation which is dramatically easier

It reduces the chance the prospect will cancel the appointment

It makes the prospect more likely to bring a companion who might influence the decision

It ensures the prospect knows what to ask for when they arrive

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