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 emphasizes 'run the play' — memorize the script word for word and execute it exactly. Why does he say exact memorization produces better results than a general understanding of the concepts?

When a script is fully memorized the salesperson's conscious mind is freed from remembering what to say next — all cognitive resources can be directed toward tone energy listening and real-time adaptation. A partly memorized script requires the salesperson to think about words while also managing the conversation which degrades both delivery quality and responsiveness

Exact memorization makes calls faster

Exact scripts prevent salespeople from going off topic

Memorization ensures legal compliance with what is promised

What is the authority transfer technique according to Andy Elliott?

Mentioning a famous client to establish credibility

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

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 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?

Labeling makes the questions seem more important

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

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

Labeled questions sound more professional and rehearsed

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

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

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

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

Andy replaces 'nervous' with 'excited' for telecallers experiencing call anxiety. Neuroscientifically why is this reframe effective — and what does it reveal about the relationship between internal language and physiological state during high-stakes calls?

The reframe works because excitement is more socially acceptable than nervousness

Nervousness and excitement produce nearly identical physiological states — elevated heart rate heightened alertness increased adrenaline. The difference is entirely in cognitive appraisal. Labeling the state as 'nervous' activates threat-response behaviors — hesitation avoidance vocal constriction. Labeling it 'excited' activates approach behaviors — energy forward momentum vocal projection. The state is the same; the label changes which behavioral program the brain runs on top of it

The reframe works because excited salespeople smile and smiling improves tone

The reframe works because it reduces the physical symptoms of anxiety

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 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

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

Andy says 'I know what the outcome is going to be' before making a call. Combined with Daniel G's 'delusional belief' concept from Video 11 and Andy Elliott's 'sell like a lion' from Video 2 what unified principle about internal certainty emerges — and how does this certainty physically manifest in a phone call's outcome?

Internal certainty is a motivational tool that helps salespeople make more calls

Internal certainty is only effective when combined with a strong product or offer

Internal certainty prevents the caller from adapting to unexpected prospect responses

Internal certainty about outcome is not wishful thinking — it is the psychological foundation that determines tonal quality persistence level and recovery speed after objections. A caller who knows they will get a yes speaks with a different cadence handles no differently and recovers faster than one who is hoping. This certainty is audible — prospects subconsciously calibrate their own certainty against the salesperson's meaning high internal certainty in the caller transfers directly into higher compliance in the prospect

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 reduces the salesperson's legal liability

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 gives the prospect time to think which leads to better decisions

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 ensures the prospect knows what to ask for when they arrive

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