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

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

To fill silence while you look up the actual offer amount

To make sure the prospect heard the benefit clearly

To slow down the call and give yourself time to think

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

According to Andy what should you do when a prospect firmly says no at any point in the call?

Ask the prospect why they are not interested and take notes

End the call professionally and move to the next prospect

Immediately try a different objection rebuttal

Say 'I totally understand — let me ask you a question — hypothetically if your house was worth $100000 and someone offered you $500000 would you give them two minutes?' then press through

Andy's entire outbound calling system is built on a chain of micro-commitments — each yes leads to the next. How does the psychological principle of commitment and consistency explain why this chain produces fundamentally different outcomes than a single large commitment request?

Micro-commitments work because they gradually reveal the full scope of the ask

Each micro-commitment activates the consistency principle — humans have a deep psychological need to behave consistently with their prior stated positions. Once a prospect has said yes to 30 seconds yes to the first question yes to the second question and yes to the hypothetically frame their brain has established a consistent pattern of agreement. Reversing that pattern at the close requires overcoming not just the salesperson's argument but their own prior behavior — which most people will not do

A chain of commitments is more time-efficient than one large request

A chain of small requests is less likely to trigger price resistance

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

Vocal uncertainty is only an issue when discussing price

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 signals inexperience which makes prospects want more information

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?

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

Open-ended questions reveal price sensitivity too early

Open-ended questions make prospects feel interrogated

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

According to Andy what should you say when someone says no and you have exhausted your press-through options?

Ask to speak with their decision maker

Have a blessed day thank them for their time keep them as a valued customer and move to the next call

Follow up with an email explaining the full offer

Try one more approach with a different angle

Andy Elliott Daniel G and Jeremy Miner all have different primary frameworks — Andy focuses on yes-chains and press-through Daniel G focuses on no-resistance openers and Jeremy focuses on NEPQ discovery. Yet all three produce high conversion rates. What does the coexistence of these different frameworks reveal about what sales mastery actually is — and what is the single underlying competency that all three frameworks are developing?

Sales mastery is about memorizing all three frameworks and applying them in sequence

Sales mastery is about finding the one correct framework and executing it perfectly

Sales mastery is achieved when you no longer need any framework and can improvise entirely

The coexistence of three different high-performing frameworks reveals that there is no single correct method — there are multiple paths to the same destination. What all three frameworks are developing is the same underlying competency: the ability to guide the prospect's emotional state from resistance or indifference to engagement trust and action. Andy does it through momentum and certainty Daniel does it through removing pressure Jeremy does it through deepening emotional discovery. The master salesperson understands the destination — a prospect whose guard is down who trusts you and who has emotionally committed to an outcome — and can choose the right vehicle for the right prospect at the right moment

What does Andy mean by labeling questions before asking them?

Using the prospect's name before each question

Writing questions on paper before making 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

Categorizing questions as open or closed before the call

What is the reciprocity principle as Andy applies it in a sales context?

Giving something to the prospect — even something small like a drink — before asking for anything which triggers their natural instinct to give something back

Matching the prospect's energy and communication style

Offering a discount in exchange for a commitment to buy

Referring the prospect to a competitor if you cannot help them

What is the multiple choice technique and why does Andy say you must use it at decision points?

Giving the prospect three price options to choose from

Asking multiple questions at once to cover all possible responses

Offering multiple products and letting the prospect choose the best fit

Instead of asking an open-ended question at a decision point — which causes hesitation — giving the prospect specific options to choose between which makes deciding easy and keeps the conversation moving