10-Sales Training // 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 is the 'Google it close' that Andy demonstrates with the water treatment example?

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

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

Andy teaches third party closing as a way to remove the direct selling pressure. In a phone-based telecalling environment how should a telecaller structure a third party close to make it maximally effective?

Third party stories should always end with specific data and statistics to be credible

Third party stories should be kept very brief — under 30 seconds — to avoid losing attention on a call

The story should feature someone who faced the exact same situation and objection as the current prospect experienced the transformation the product delivers and have a specific emotional outcome that mirrors what the prospect said they want. Delivered in a concerned tone after the prospect shows wavering commitment the story redirects the sales energy away from the prospect so they can emotionally engage with the outcome without defensiveness

The third party story should be delivered at the beginning of the call to build credibility

According to Andy Elliott what are the two fundamentally different objectives a salesperson can have at any point in a conversation?

Opening the call and following up after the call

Qualifying the prospect and presenting the offer

Building rapport and handling objections

Advancing the sale forward past an obstacle or fully closing the client — and knowing which one applies at which moment is critical to success

Andy demonstrates three completely different industries — automotive water treatment fitness — and applies the same closing principles across all three. What does this cross-industry consistency reveal about the nature of sales resistance and why do the same techniques work regardless of what is being sold?

Sales resistance is not about the product — it is about the prospect's internal emotional and psychological state. Fear of making a wrong decision uncertainty about value inertia of the status quo lack of self-belief — these are human states that exist regardless of whether the product is a car a water filter or a fitness program. Because resistance is about the human not the product any technique that addresses human psychology — slowing down binary diagnostics commitment evidence emotional recall — works across all products and industries

The techniques work because all three industries have similar price points

The techniques work because they exploit universal human psychology rather than product-specific triggers

The techniques only work across industries because Andy adapts the specific language for each one

According to Andy what does 'do you know why I do this?' accomplish at the start of a personal story close?

It creates a pattern interrupt — the prospect was not expecting the salesperson to reveal something personal — which lowers their guard and shifts the dynamic from sales pitch to genuine human connection making them more receptive to what follows

It signals that the call is about to end

It is a compliance technique to get the prospect to say yes before the story

It signals that the salesperson is about to give their professional credentials

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?

Past experiences are more motivating because they require less imagination

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

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

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

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 demonstrates the third party close by telling a story that makes the prospect identify with the story character's transformation. How should a telecaller build a library of third party stories for their specific product — and what elements must each story contain to produce the emotional response Andy demonstrates?

Third party stories should be invented to guarantee the right emotional elements are present

Each story must contain four elements: a character who reflects the prospect's exact situation and fears a specific hesitation that mirrors the prospect's current objection a turning point where the character borrowed the courage or made the decision and a vivid specific outcome that mirrors what the current prospect said they want. Built from real client experiences and rehearsed until they feel natural — not scripted — a library of three to five such stories gives a telecaller a powerful tool for every type of prospect resistance they encounter

Third party stories should be kept under one minute to avoid losing the prospect's attention

Third party stories should be collected from client testimonials and read verbatim

Andy says 'slow down when they stall' which is counterintuitive because most salespeople speed up when they sense resistance. What psychological mechanism makes slowing down more effective than speeding up in a resistance situation?

Slowing down reduces the pressure on the prospect which makes them more likely to comply

When a salesperson speeds up under resistance they signal anxiety — which confirms the prospect's hesitation and amplifies their resistance. Slowing down signals certainty and control — it communicates that the salesperson is not threatened by the objection which is reassuring to the prospect. Additionally slower delivery forces the prospect to focus more intently on each word creating engagement rather than overwhelm

Slowing down is only effective on phone calls where visual cues are absent

Slowing down gives the salesperson more time to think of better responses

What does Andy Elliott mean by 'advancing the sale forward'?

Moving to a higher-value product after the prospect shows interest

Moving the conversation past an objection or resistance point to reach the next stage — such as going from the door to the table or from the phone to a meeting — rather than attempting a full close

Increasing the price of the offer during negotiation

Sending a follow-up email after a call

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