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'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?

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

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

What does Andy say about 'research shows' as a phrase in closing?

It is a manipulative phrase that prospects distrust

It is an authority frame that adds credibility to a claim — saying 'research shows' signals to the prospect's brain that what follows is backed by evidence rather than just the salesperson's opinion

It is a technique for delaying the close while building more value

It should only be used when you can cite a specific study

According to Andy when a prospect says 'I need to think about it' after all numbers are on the table what are the only two real reasons behind this objection?

They either no longer want the product — which Andy dismisses as unlikely if they got this far — or something within the numbers is concerning them. Andy asks them to identify which of three specific numbers is the issue

They want to compare prices with a competitor or they need more time

They are not the decision maker or they cannot afford the product

They need to speak to their spouse or they have a different product in mind

Andy's Google-it close makes the prospect discover the problem themselves rather than being told about it. How does self-discovery specifically overcome the trust barrier that exists when a salesperson presents the same information?

Self-discovery only works with analytical prospect types who like research

When a salesperson tells a prospect about a problem the prospect's brain tags it as potentially biased — this person wants to sell me something so they would say that. When the prospect reads the same information themselves from an external source there is no sales agenda attached to it — it is simply true. Self-discovered truth is believed immediately; salesperson-stated truth is always partially discounted

Self-discovery is more effective because it takes longer and builds more investment

Self-discovered information is easier to remember than told information

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 oversell and create unrealistic expectations

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

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

The salesperson will use incorrect techniques and produce poor results

What does Andy say when a prospect says 'I need to think about it' after a test drive but before seeing the numbers?

Thank them for their time and schedule a follow-up call

Give them a brochure and let them leave with the information

Ask them what specifically they need to think about

Say 'I totally understand — I haven't given you enough information not to think about it — let me give you a quick five-minute proposal of all the facts and figures so when you go home you truly have something to think about — would that be fair?'

What does Andy mean by 'let me lend you the courage to make the decision'?

Pressuring the prospect by saying the offer will expire soon

Asking the prospect to make the decision on behalf of their family

Acknowledging that the prospect wants to say yes but is held back by fear and positioning the salesperson as someone who will carry the courage they lack just long enough for them to make the decision — because the salesperson has seen the outcome and knows it is right for them

Offering a money-back guarantee to reduce financial risk

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

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

Snipers work alone while machine gunners work in teams

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

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?

Dangerous words are emotionally charged words that might offend the prospect

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

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

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

10.

Andy's father story in the third party close is specifically designed to work when a prospect is wavering rather than firmly objecting. What is the precise emotional mechanism that makes a personal story more effective than a logical argument at the moment of wavering?

Personal stories are more memorable than logical arguments

At the moment of wavering the prospect is not in a logical state — they are in an emotional one. They want to say yes but something is holding them back. A logical argument engages the part of the brain that is already resistant. A personal story bypasses rational resistance entirely and speaks directly to the emotional system — the prospect does not evaluate the story for logical validity they feel it. Andy's father story produces empathy hope and identification — all emotional states that dissolve the wavering and replace it with courage

Personal stories take the pressure off the salesperson allowing them to close indirectly

Personal stories work because prospects are more likely to verify anecdotes than statistics

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