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 quick pop technique is designed to prevent the prospect from interrupting or deflecting before the first yes is obtained. Why is getting the first yes — even to a small request — so critical to the rest of the call?

The first yes gives the salesperson permission to extend the call beyond 30 seconds

Getting the first yes creates a micro-commitment that psychologically sets a pattern of agreement — a prospect who has already said yes once is neurologically primed to continue saying yes making subsequent agreement points progressively easier to obtain

The first yes confirms the prospect is the decision maker

The first yes legally obligates the prospect to hear the full pitch

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

Memorize all possible objections and rebuttals

Review the prospect's full purchase history in detail

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

Prepare a detailed presentation of all available options

Andy demonstrates the quick pop technique in a live call setting. How does the pace and sequence of the quick pop specifically exploit the prospect's brain processing speed — and what would happen to the technique's effectiveness if the salesperson paused between each statement?

Pausing would make the call sound more professional and rehearsed

The quick pop works because the prospect's brain processes incoming language slightly behind real-time speech. By delivering statements in rapid succession — name company account review urgency permission request — Andy completes the sequence before the prospect's brain has finished processing the first statement and generating a defensive response. A pause between each statement would give the prospect's brain time to catch up evaluate each statement independently and form a rejection at any point in the sequence

Pausing between statements would give the prospect time to ask clarifying questions

Pausing would reduce the urgency frame and make the offer seem less important

What does Andy mean by labeling questions before asking them?

Writing questions on paper before making the call

Using the prospect's name before each question

Categorizing questions as open or closed before the call

Announcing to the prospect how many questions you have — 'I've got two quick questions' — before asking them so they know what to expect and feel in control

Andy teaches that you should brief your manager before an appointment arrives. How does this pre-briefing function as a sales tool rather than just an administrative step?

Pre-briefing is required for compliance with company policy

Pre-briefing allows the manager to check availability of the relevant product

Pre-briefing aligns the entire team on the prospect's situation what was promised and what the goal is — creating a coordinated team close rather than a solo effort. The manager who has been briefed can reinforce the pitch naturally handle trade-in details smoothly and signal to the prospect through the team's prepared behavior that their visit was expected and important — all of which builds confidence and reduces resistance

It ensures the manager knows the appointment is coming so they are not surprised

What is the purpose of saying 'I was reviewing your account' at the start of a call?

To signal that you are calling about a problem with their account

To demonstrate that you have done thorough research on the prospect

To establish legal compliance by referencing the CRM record

To create intrigue and curiosity — the prospect wonders what account you are referring to which keeps them on the line to find out more

According to Andy what should you do immediately after a prospect agrees to come in?

Text them your name the address and your direct number so they have a personal connection and know exactly who to ask for when they arrive

Call them back the night before to confirm the appointment

Send a detailed email with product information

Send a calendar invite with all relevant details

Andy teaches that the prospect should be thinking about what they want to buy on the way to the appointment. This is the same principle as Jeremy Miner's solution awareness questions from Video 7 — getting the prospect to imagine their future with the problem solved. How does Andy achieve this without the extended discovery process Jeremy uses — and what does this reveal about different ways to create the same psychological state?

Andy achieves it through humor while Jeremy achieves it through empathy

Andy achieves it by presenting more product options than Jeremy does

Andy's approach requires a previous relationship while Jeremy's works with cold prospects

Andy achieves future pacing through a single hypothetically question at the end of the call — 'what would you drive home in?' This plants the mental image of the purchase in 10 seconds without the extended emotional journey Jeremy builds over a full discovery session. Jeremy's approach creates deeper and more durable commitment; Andy's creates faster and lighter commitment sufficient for an appointment. Both work because both cause the prospect to mentally experience the outcome — the depth differs but the mechanism is identical

What does 'in the end it's your decision' accomplish in Andy's call framework?

It is a legal disclaimer protecting the salesperson

It gives the prospect an autonomy frame — communicating that you are not trying to force them — which lowers their defensive resistance and makes them more willing to engage with the process

It signals that you are not confident the prospect will say yes

It signals the end of the pitch and the beginning of the close

Andy says 'make it the client's idea every single time.' How does the hypothetically frame specifically achieve this and why is prospect ownership of the decision more powerful than salesperson persuasion?

The hypothetically frame only works with prospects who are already warm

The hypothetically frame causes the prospect to mentally walk through making the decision themselves — articulating what they would want what they would do and why — so by the time the real close comes they are not being persuaded by the salesperson but following through on a decision they already made in their own mind

The hypothetically frame reduces the salesperson's legal liability

The hypothetically frame gives the prospect time to think which leads to better decisions