10-Sales Training // Closing Customers Faster by Slowing Down by Andy Elliott

Welcome to Your Assessment Test

Topic: 10-Sales Training // Closing Customers Faster by Slowing Down by Andy Elliott

This assessment is designed to evaluate your understanding of the key concepts covered in Closing Customers Faster by Slowing Down by Andy Elliott. Topics include the distinction between advancing a sale and closing a sale, identifying the true cause of objections using the binary objection diagnostic, and understanding why slowing down communication at critical moments can increase trust, clarity, and commitment.

The assessment also covers effective closing strategies such as the sniper versus machine gun principle of communication, the Google-it close, the commitment evidence close, the third-party close technique, and methods for helping prospects gain the confidence needed to make decisions they are already inclined to make. These concepts are designed to improve closing effectiveness while reducing resistance and pressure during the sales process.

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

What does Andy Elliott mean by 'advancing the sale forward'?

Moving the conversation past an objection or resistance point to reach the next stage — such as going from the door to the table or from the phone to a meeting — rather than attempting a full close

Sending a follow-up email after a call

Increasing the price of the offer during negotiation

Moving to a higher-value product after the prospect shows interest

Andy's entire training session demonstrates that closing is not a technique applied at the end of a call but a state that is cultivated throughout the entire conversation. How does this perspective unify all the closing principles taught across the full series — from Video 1's rejection mindset through Video 13's slow-down close — into a single coherent philosophy of what sales mastery actually is?

Sales mastery is the ability to close difficult prospects who say no multiple times

Sales mastery is the ability to memorize and execute the largest number of closing techniques

Sales mastery is the ongoing cultivation of a specific set of conditions throughout every interaction: the prospect's guard is down their emotional drivers are activated their uncertainty has been replaced by certainty about the outcome and the decision feels like their own idea rather than a salesperson's agenda. Every technique across the series — from rejection reframing to tonality to NEPQ questions to yes-chains to emotional recall to slowing down — serves this single purpose. Mastery is not the techniques themselves but the ability to orchestrate these conditions seamlessly across the full arc of a conversation adjusting fluidly based on where the prospect is emotionally at each moment

Sales mastery is memorizing the correct response to every possible objection

Andy demonstrates the third party close by telling a story that makes the prospect identify with the story character's transformation. How should a telecaller build a library of third party stories for their specific product — and what elements must each story contain to produce the emotional response Andy demonstrates?

Each story must contain four elements: a character who reflects the prospect's exact situation and fears a specific hesitation that mirrors the prospect's current objection a turning point where the character borrowed the courage or made the decision and a vivid specific outcome that mirrors what the current prospect said they want. Built from real client experiences and rehearsed until they feel natural — not scripted — a library of three to five such stories gives a telecaller a powerful tool for every type of prospect resistance they encounter

Third party stories should be invented to guarantee the right emotional elements are present

Third party stories should be collected from client testimonials and read verbatim

Third party stories should be kept under one minute to avoid losing the prospect's attention

Andy says 'slow down when they stall' which is counterintuitive because most salespeople speed up when they sense resistance. What psychological mechanism makes slowing down more effective than speeding up in a resistance situation?

When a salesperson speeds up under resistance they signal anxiety — which confirms the prospect's hesitation and amplifies their resistance. Slowing down signals certainty and control — it communicates that the salesperson is not threatened by the objection which is reassuring to the prospect. Additionally slower delivery forces the prospect to focus more intently on each word creating engagement rather than overwhelm

Slowing down is only effective on phone calls where visual cues are absent

Slowing down reduces the pressure on the prospect which makes them more likely to comply

Slowing down gives the salesperson more time to think of better responses

What does Andy say about the relationship between being closed on yourself and your ability to close others?

You cannot close anyone else if you are not closed on yourself — your confidence in who you are and what you offer must be complete before you can transfer that certainty to a prospect

Self-belief is helpful but can be developed through script memorization

Product knowledge is more important than self-belief for closing

Closing technique matters more than personal confidence

Andy teaches third party closing as a way to remove the direct selling pressure. In a phone-based telecalling environment how should a telecaller structure a third party close to make it maximally effective?

The third party story should be delivered at the beginning of the call to build credibility

The story should feature someone who faced the exact same situation and objection as the current prospect experienced the transformation the product delivers and have a specific emotional outcome that mirrors what the prospect said they want. Delivered in a concerned tone after the prospect shows wavering commitment the story redirects the sales energy away from the prospect so they can emotionally engage with the outcome without defensiveness

Third party stories should be kept very brief — under 30 seconds — to avoid losing attention on a call

Third party stories should always end with specific data and statistics to be credible

According to Andy what does 'thought is instantaneous' mean in the context of the think-it-over objection?

Prospects decide whether to buy in the first 30 seconds of a call

People think too slowly to make good decisions in a sales environment

Actual thought happens in an instant — if they need to 'think about it' they actually need more information not more time. The objection is really an information gap in disguise

Salespeople should respond to objections instantly without pausing

According to Andy what is the 'commitment evidence close'?

Asking the prospect to sign a letter of commitment before the close

Using a contract to lock the prospect into the purchase

Showing the prospect previous client testimonials as evidence of results

Pointing out that the prospect already demonstrated their commitment by taking action — clicking the ad filling out the form showing up — which means the decision was already made. The salesperson simply reflects this back to them

Andy distinguishes between advancing the sale and closing the client. This distinction implies that every stage of a conversation has a specific limited objective. How does misidentifying the objective at any stage — attempting to close when you should advance or advancing when you should close — damage the overall trajectory of the sale?

Attempting to close too early wastes time but has no other impact

Stage misidentification only matters in high-ticket sales where the process is longer

The distinction only applies to face-to-face sales — on calls everything happens in one stage

Attempting to close before the prospect has enough information and emotional investment triggers premature resistance that becomes increasingly difficult to dissolve — the prospect's objection at stage two becomes more entrenched than it would have been at stage four. Conversely continuing to advance when the prospect is ready to close creates unnecessary delay that can cool their emotional momentum and introduce new doubts. Stage misidentification is therefore not just inefficient — it actively damages conversion probability by triggering resistance at the wrong moment or missing readiness windows

What does Andy say you should do with your speed of speech when a prospect starts stalling or resisting?

Switch to a louder volume to recapture their attention

Speed up to maintain energy and prevent them from disengaging

Maintain your current pace to avoid signaling that you noticed the resistance

Slow down — make your words more deliberate and precise to make their ears work and pull them into what you are saying

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