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

According to Andy what does 'thought is instantaneous' mean in the context of the think-it-over objection?

Prospects decide whether to buy in the first 30 seconds of a call

Salespeople should respond to objections instantly without pausing

Actual thought happens in an instant — if they need to 'think about it' they actually need more information not more time. The objection is really an information gap in disguise

People think too slowly to make good decisions in a sales environment

Andy teaches that every person on a call was 'praying and hoping someone would bring a real solution to their problem.' How does holding this belief change a telecaller's emotional state during difficult calls and what impact does that state change have on outcomes?

Holding this belief reframes every call from an intrusion into a service mission — the telecaller is not bothering someone they are answering a prayer. This shifts the internal emotional state from apologetic to purposeful which produces different vocal tone different persistence and different willingness to push through resistance. A caller who believes the prospect needs them sounds fundamentally different from one who feels they are imposing

This belief only applies to inbound calls where the prospect reached out first

This belief makes the telecaller more likely to offer discounts

It makes the telecaller more patient with difficult prospects

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

Showing the prospect your Google reviews and ratings

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

Sending the prospect a link to product reviews after the call

Googling competitor prices in front of the prospect to show yours is better

What does Andy say you should do with your speed of speech when a prospect starts stalling or resisting?

Maintain your current pace to avoid signaling that you noticed the resistance

Slow down — make your words more deliberate and precise to make their ears work and pull them into what you are saying

Speed up to maintain energy and prevent them from disengaging

Switch to a louder volume to recapture their attention

Andy uses 'research shows' as an authority frame. How should a telecaller apply this technique responsibly — and what is the risk of overusing it or using it inaccurately?

Used selectively on genuinely significant claims 'research shows' creates an authority anchor that elevates the claim above personal opinion and signals external validation. Overused it becomes a hollow verbal tic that prospects recognize as a filler phrase and discount. Used inaccurately on claims that cannot be substantiated it creates a trust liability — if the prospect later finds the claim was unsupported it damages the relationship permanently. The technique works best as a rare precise tool for the most important claim in your pitch

Research shows should be avoided because it cannot be verified on a call

Research shows should always be followed by a specific citation to be credible

Research shows is only credible when the specific research can be named immediately

According to Andy what does 'people don't care how much you know until they know how much you care' mean for a telecaller?

Caring means agreeing with everything the prospect says

Before a prospect will receive your expertise or believe your solution they must feel that you genuinely care about their outcome — not just your commission. Care must be established before knowledge can land

Caring is shown by offering the lowest possible price

Technical knowledge about the product is irrelevant to the close

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

Increasing the price of the offer during negotiation

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

Sending a follow-up email after a call

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

Andy says the commitment evidence close — 'you wouldn't have made the call if you weren't willing to make a decision' — reframes the purchase as following through rather than deciding. Why is following through psychologically easier than deciding for most prospects?

Following through only works when the prospect is already in a positive emotional state

Following through requires less information than deciding

Following through is easier because the financial commitment is already made

Deciding feels like a new risk with uncertain outcomes — the brain's loss aversion system resists it. Following through on an existing commitment feels like honoring something already chosen — consistency not risk. By showing the prospect they already made the commitment when they clicked the ad or filled out the form Andy shifts the frame from 'should I do this?' to 'I already decided — I'm just completing it' which removes the primary source of resistance

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?

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

Past experiences are more motivating because they require less imagination

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

What does Andy say it means to 'speak to one person as if speaking to ten thousand'?

Bring the full focus energy and intentionality to every individual conversation that a public speaker brings to a stadium — making the prospect feel they are the centre of your universe not just another call

Speak loudly and formally even in one-on-one conversations

Use public speaking techniques like pausing and projecting

Prepare standard presentations that can scale to large audiences