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

What is the first reason Grant Cardone says a prospect will not buy?

They already have a competitor's product

They don't think it is going to work

The price is too high

They need more time to decide

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 shares case studies from similar companies to prove results

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 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

What does Grant Cardone mean by the term 'decision maker' or 'DM'?

The person who uses the product day to day

The person who has the authority to approve and sign off on the purchase

The person who initiated the buying process

The most senior person in the company

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 immediately establishes price expectations and reduces negotiation later

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

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

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 closing technique used at the end of the call

A qualifying question to understand the prospect's budget

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

A rapport-building opener to start the conversation

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 is testing Grant's negotiating flexibility by expressing hesitation

The prospect is fundamentally opposed to spending money on anything

The prospect needs social proof from similar companies before committing

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

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?

Salespeople should train in the morning before calls begin

Training during work hours is acceptable only for new hires

Salespeople should never be taken off the phone for training purposes

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

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

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

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

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

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 build rapport by showing interest in the company's history

To understand the company's financial health before discussing pricing

To qualify whether the company can afford the program

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

What is the second reason Grant Cardone says a prospect will not buy?

They don't have budget approval

They need to consult their team

They are comparing with other vendors

They don't think they are going to use it