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 make sure the prospect heard the benefit clearly

To fill silence while you look up the actual offer amount

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

Andy says the goal is to get the prospect thinking about what they would buy on the way to the appointment. What psychological state does this create and how does it benefit the salesperson before the prospect even walks in?

When a prospect spends time imagining what they would replace their current product with they are mentally rehearsing the purchase. By the time they arrive they have already partially committed in their own mind — they are in buying mode rather than evaluation mode. This shifts the salesperson's job from persuasion to confirmation which is dramatically easier

It makes the prospect more likely to bring a companion who might influence the decision

It reduces the chance the prospect will cancel the appointment

It ensures the prospect knows what to ask for when they arrive

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

Offering multiple products and letting the prospect choose the best fit

Asking multiple questions at once to cover all possible responses

Giving the prospect three price options to choose from

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

What does Andy mean by labeling questions before asking them?

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

Using the prospect's name before each question

Writing questions on paper before making the call

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?

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

Pausing would make the call sound more professional and rehearsed

What does the 'hypothetically' frame do in a sales conversation?

It signals that the offer is not yet finalized and may change

It signals to the prospect that you are not confident in your offer

It gets the prospect to mentally commit to a positive outcome without the pressure of making an actual decision — asking them what they would do 'if' creates future pacing without triggering resistance

It is a disclaimer that protects the salesperson legally

Andy's call framework is built entirely around yes-chain architecture — every question and statement is designed to produce a yes. How would a telecaller need to adapt this architecture when calling a completely cold prospect who has no prior relationship with the company and what elements would need to change while preserving the core yes-chain principle?

The yes-chain principle remains intact for cold calls — you still need small initial commitments leading to larger ones. The adaptation required is in the authority and familiarity elements: 'I was reviewing your account' becomes 'I noticed your company / I was looking at your profile' the GM reference becomes a relevant credential or social proof point and the first qualifying question shifts from product ownership to problem identification. The core architecture — get a yes to time yes to a question yes to a hypothetical yes to a next step — works for any prospect type when the specific content is adapted to their situation

Cold calls require a much longer opening before any commitment questions can be asked

Cold prospects require a completely different framework — the yes-chain does not work without a prior relationship

Cold prospects cannot be engaged with a yes-chain because they have no prior interest

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

Follow up with an email explaining the full offer

Ask to speak with their decision maker

Try one more approach with a different angle

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

What does Andy Elliott call the 'quick pop' technique?

A technique for quickly ending calls that are going nowhere

A short opening pitch delivered in under 10 seconds

A sequence of rapid statements delivered one after another before the prospect has time to think building momentum toward a yes

A rapid-fire series of objection rebuttals delivered at the end of a call

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?

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

Vocal uncertainty is only an issue when discussing price

Vocal uncertainty makes the call feel more natural and less scripted