Assessment On: Get a Yes Every Time – LIVE Phone Call with Customer by Andy Elliott

Welcome to Your Assessment Test

Topic: 9-Sales Training // Get a Yes Every Time – LIVE Phone Call with Customer by Andy Elliott

This assessment is designed to evaluate your understanding of the key concepts covered in Get a Yes Every Time – LIVE Phone Call with Customer by Andy Elliott. Topics include the psychology behind the yes-chain architecture, building momentum through micro-commitments, using the quick pop technique to create engagement, and leveraging intrigue-based openers to capture a prospect’s attention from the beginning of the call.

The assessment also covers advanced sales communication strategies such as authority transfer, the hypothetical frame for gaining commitment without creating pressure, multiple-choice questioning techniques, the press-through close, and methods for transforming nervous energy into excitement and confidence before engaging with prospects.

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 house analogy — 'if your house was worth $100000 and someone offered you $500000 would you give them two minutes?' — is used to overcome the no. What makes this analogy specifically effective at breaking through resistance?

The analogy distracts the prospect from their original objection

The analogy forces the prospect to agree to a universal principle — anyone would give two minutes for a 5x return — and then bridges that agreement directly back to the call. The prospect cannot logically refuse the analogy and once they agree to the principle refusing the actual request becomes logically inconsistent

The analogy creates urgency by implying the offer is time-limited

The large numbers create fear of missing out

Andy's framework produces a series of yeses before the close but he also says if someone says no at the end have a blessed day and move on. How do these two seemingly contradictory approaches — maximum persistence during the call and complete non-attachment at the end — work together as a unified selling philosophy?

Persistence during the call is for warm leads while non-attachment is for cold leads

The two approaches target different prospect types — persistent with deciders non-attached with non-deciders

During the call maximum persistence serves the prospect — Andy genuinely believes the offer is valuable and that most resistance is habitual rather than considered. Pressing through gives the prospect the opportunity to overcome their own default resistance. But once all techniques are exhausted and the prospect has genuinely decided no continuing becomes disrespectful and damages the relationship permanently. Non-attachment at the end protects both the prospect's dignity and the salesperson's energy for the next call

They are contradictory and represent different situations requiring different responses

Andy says 'don't stutter don't sound uncertain' during the press-through. What does vocal uncertainty signal to a prospect and how does it physically change the outcome of a call?

Vocal uncertainty makes the call feel more natural and less scripted

When a salesperson sounds uncertain — pausing awkwardly hedging words lowering energy — the prospect's brain interprets this as a signal that the offer or the salesperson is not trustworthy. This triggers the prospect's own uncertainty which converts hesitation into resistance. Confident vocal delivery communicates certainty that the offer is real and valuable which transfers to the prospect as permission to say yes

Vocal uncertainty is only an issue when discussing price

Vocal uncertainty signals inexperience which makes prospects want more information

According to Andy why should you say 'more money' twice with a pause in between?

To slow down the call and give yourself time to think

To make sure the prospect heard the benefit clearly

To use verbal emphasis and pacing to let the benefit land in the prospect's brain — the pause and repetition give the mind time to process and feel the appeal of the offer

To fill silence while you look up the actual offer amount

Andy says multiple choice questions must replace open-ended questions at decision points. What specifically goes wrong when an open-ended question is asked at a decision moment — and what does the prospect's hesitation signal?

Open-ended questions make prospects feel interrogated

Open-ended questions take too long to answer in a phone context

Open-ended questions reveal price sensitivity too early

When an open-ended question is asked at a decision moment — 'what would you want?' — the prospect's brain has no anchor to respond to. Hesitation at this point signals not disinterest but decision paralysis — the prospect is willing but overwhelmed by undefined options. Multiple choice eliminates this paralysis by providing a finite set of easy options that the prospect can immediately react to

Andy teaches labeling questions before asking them — 'I've got two quick questions.' How does this technique specifically reduce resistance compared to asking questions without labeling them first?

Labeled questions sound more professional and rehearsed

Labeled questions are easier to answer because the prospect has time to prepare

Labeling makes the questions seem more important

Labeling creates a preview of the conversation's structure — the prospect knows exactly how many questions are coming which removes uncertainty about how long they will be engaged. Uncertainty about duration is a major driver of resistance; when the prospect knows the end is in two questions they relax and engage rather than looking for an exit

According to Andy Elliott what is the golden rule of communication in sales?

Always be closing — every statement should move toward a sale

Make it easy to say yes hard to say no and make it the client's idea every single time

Always start with the price to qualify the prospect early

Ask as many questions as possible to understand the prospect's needs

What does Andy recommend saying to a prospect who pushes back with 'can't you just tell me on the phone?'

Agree and provide the information they requested to build trust

Say you cannot because the process requires an in-person step then reframe with the lottery analogy and press through confidently

Ask them what specific information would convince them to come in

Acknowledge the objection and schedule a call back later

What is the authority transfer technique according to Andy Elliott?

Attributing the reason for the call to a senior person — 'my general manager personally wanted me to ask you' — to add credibility and importance to the request

Asking to speak with the prospect's manager or decision maker

Referring the prospect to a more senior salesperson when facing a complex objection

Mentioning a famous client to establish credibility

10.

According to Andy what is the most important thing to do before a prospect arrives for their appointment?

Review the prospect's full purchase history in detail

Memorize all possible objections and rebuttals

Prepare a detailed presentation of all available options

Brief your manager on the appointment — explain the lead source what was promised and what the prospect drives — so the team can prepare to support the close

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