Assessment On: 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 do not train — and they are not successful because they are not trained

They are not given enough time to close deals

They are not motivated by commission

They do not have the right leads

Grant asks 'what did you make last year and how much training did you do?' and uses the answers to build an ROI case. This technique — using the prospect's own numbers against their objections — is called consultative selling. Why is it more persuasive than presenting pre-built ROI statistics?

Consultative ROI cases require too much preparation to be practical for telecallers

When the ROI case is built from the prospect's own numbers the prospect cannot dispute the inputs — they provided them. This makes the conclusion feel inevitable rather than claimed removing the skepticism that pre-built statistics always face because the prospect knows their own business better than any external data

Pre-built statistics are faster to deliver and more efficient in a telecalling environment

Pre-built statistics are more credible because they are based on larger sample sizes

When Grant asks the prospect 'what did you make last year and how much training did you do?' what is the strategic purpose of these two questions together?

To qualify whether the company can afford the program

To build rapport by showing interest in the company's history

To understand the company's financial health before discussing pricing

To establish the gap between their current results achieved with zero training and the potential results possible with daily training — making the investment feel obvious

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?

Price should be avoided unless the prospect specifically asks for it

Price clarity is only important in high-ticket B2B sales

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

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

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?

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

Mention the price early to anchor the prospect's expectations

Ask for a written referral to the decision maker

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

According to Grant Cardone how many reasons are there why a prospect will not buy?

Four

Five

Two or three

One

Grant compares the $3600 monthly training cost to $37000 in magazine and newspaper spend and $50000 in TV advertising. What broader pricing principle is he applying and why is it effective?

Discounting — implying the training is cheaper than other options to compete on price

Loss aversion — suggesting the advertising spend is wasted without training to back it up

Anchoring — establishing a high price first to make the training cost seem smaller by comparison

Price context reframing — positioning the training cost against existing spend the prospect has already accepted making the new investment feel proportionally small and logically justified

According to Grant's debrief what should a telecaller always do when they identify the prospect is not the decision maker?

End the call politely and call back when the DM is available

Send a written proposal for the non-DM to forward

Ask the non-DM to make a preliminary decision and confirm later

Sell your product set your hook and get a call scheduled with the actual decision maker

Grant invests significant time coaching Shannon — a non-decision maker — rather than cutting the call short once he identified Shannon couldn't say yes. What is the strategic calculation Grant is making and when is this approach worth the time investment for a telecaller?

The calculation is: if the non-DM can be converted into a genuine champion who understands and believes in the product deeply enough to sell it internally they become a more credible advocate than any follow-up call Grant could make to Ed directly — because Ed trusts Shannon. This is worth the investment when the DM has a close relationship with the non-DM and the deal size justifies the time

It is always worth coaching the non-DM because they control access to the decision maker

It is never worth coaching a non-DM — always insist on speaking directly with the decision maker

Coaching the non-DM is only useful when the DM is completely inaccessible

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

A closing technique used at the end of the call

A qualifying question to understand the prospect's budget