Assessment On: 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

Andy says 'every word is dangerous' when you slow down and become precise. What does he mean by a word being 'dangerous' and how should a telecaller calibrate which words to slow down on and which to deliver at normal pace?

A dangerous word is one that carries enough weight to shift the prospect's emotional state — to create doubt desire urgency or certainty. Slowing down on these words amplifies their impact because the prospect's attention is fully on them. Normal-pace words carry the conversational load; dangerous words carry the emotional payload. A telecaller should identify the one or two words per sentence that contain the most emotional charge and deliver those with deliberate pace allowing the rest of the sentence to flow naturally

Dangerous words should be avoided because they trigger fight-or-flight

Every word should be delivered at the same slow pace for consistency

Dangerous words are emotionally charged words that might offend the prospect

What is third party closing according to Andy Elliott?

Telling a story about someone else — not the prospect — who faced the same situation and experienced the transformation so the prospect can relate without feeling the direct pressure of being sold to

Asking a satisfied client to speak to the prospect on a three-way call

Bringing a third colleague onto the call to support the close

Using a reference from a competitor's unhappy customer

Andy's binary close diagnostic — 'it's usually one of two things' — immediately after think-it-over is a technique that narrows the conversation to a specific actionable question. What is the deeper communication principle that makes presenting a framework — 'it's usually one of two things' — more persuasive than launching directly into objection handling?

Frameworks work because they slow down the conversation and give the prospect time to process

Presenting a framework before addressing the objection demonstrates expertise — it signals that you have seen this situation many times and understand its structure. This positions the salesperson as a trusted authority who has diagnosed this pattern before rather than a person scrambling to find a response. A prospect who hears 'I've been doing this a long time and when people say this it's usually one of two things' experiences the salesperson as a guide rather than an adversary which dramatically changes their receptiveness to what follows

Frameworks sound more professional and credible to prospects

Frameworks are only effective with analytical prospects who appreciate structure

What does Andy say about the relationship between being closed on yourself and your ability to close others?

Product knowledge is more important than self-belief for closing

Self-belief is helpful but can be developed through script memorization

You cannot close anyone else if you are not closed on yourself — your confidence in who you are and what you offer must be complete before you can transfer that certainty to a prospect

Closing technique matters more than personal confidence

What does Andy mean by the 'sniper vs machine gun' analogy in sales?

A sniper uses one precisely chosen word or question to hit the exact point that moves the prospect — a machine gun sprayer throws many words hoping something lands often accidentally preventing the close by saying the wrong thing

Snipers target high-value prospects while machine gunners target volume

A sniper closes on the first call while a machine gunner makes many calls

Snipers work alone while machine gunners work in teams

According to Andy what is the binary close diagnostic for the final objection?

The product or the numbers

Price or payment

The money or the commitment

The timing or the confidence

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?

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

The techniques work because all three industries have similar price points

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

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

Andy's 'how did that feel?' technique accesses the prospect's emotional memory of a past positive state. This is the inverse of Jeremy Miner's future pacing technique which accesses an imagined future positive state. What determines which technique is more appropriate for a given prospect and what does the choice reveal about the importance of prospect diagnosis in closing?

The appropriate technique depends on what the prospect has to work with emotionally. A prospect who has previously experienced the desired outcome — was once fit once financially successful once in a great relationship — has a real emotional memory to access making emotional recall more powerful than future imagination. A prospect who has never experienced the desired state has no emotional memory to access making future pacing the stronger tool. Choosing correctly requires the salesperson to understand the prospect's history — which is why discovery questions earlier in the call are essential to selecting the right close

Future pacing is always more effective because it creates a stronger emotional state

Emotional recall is always more effective because it is based on real experience

How did that feel is for younger prospects while future pacing is for older ones

Andy's 'you must be closed on yourself before you can close anyone else' principle parallels Jeremy Miner's 'competence creates confidence' from Video 7 and Andy Elliott's own belief framework from Video 2. What is the specific failure mode that occurs when a salesperson attempts to close a prospect while being internally unresolved about their own value?

The salesperson will use incorrect techniques and produce poor results

The salesperson will give unnecessary discounts to compensate for their lack of confidence

The salesperson will oversell and create unrealistic expectations

An internally unresolved salesperson transmits their uncertainty through micro-signals that the prospect picks up subconsciously — slight hesitations qualifying language vocal drops at key moments pulling back when the prospect resists. These signals tell the prospect's nervous system that the salesperson does not fully believe in what they are selling which activates the prospect's own uncertainty. The close requires a transfer of certainty — if the salesperson has none to give the prospect cannot receive it regardless of how correct the words are

What is the 'Google it close' that Andy demonstrates with the water treatment example?

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

Showing the prospect your Google reviews and ratings

Sending the prospect a link to product reviews after the call