9-Sales Training // 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 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?

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

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

Andy says 'make it the client's idea every single time.' Combined with the multiple choice technique how does the salesperson create a situation where the prospect believes they chose the product rather than being sold it — and why does perceived ownership of the decision eliminate most post-sale buyer's remorse?

Perceived ownership is created by letting the prospect pick the color and accessories

The multiple choice technique presents a set of options that all lead to a sale — newer bigger smaller lower miles — so whatever the prospect picks they are choosing within the salesperson's frame. But critically they made the choice themselves — they said 'something bigger.' When they drive away in the bigger vehicle they chose the decision is theirs and their brain defends it rather than second-guessing it. Buyer's remorse comes from feeling sold to — it rarely comes from decisions we believe we made freely

Perceived ownership requires the prospect to sign a voluntary agreement

Perceived ownership is created by avoiding any pressure language during the close

What does Andy mean by 'press through close'?

Closing the sale on the first call without any follow-up

Pressing the prospect for a decision before they are ready

Using a scripted rebuttal to overcome any objection

When a prospect resists continuing confidently forward without hesitating or stuttering — not asking the same question again but advancing the conversation as if the yes is assumed

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 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

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

What does the lottery analogy accomplish in Andy's calling framework?

It creates urgency by implying the offer is only available today

It is a compliance technique that makes the prospect feel obligated to respond

It establishes that the offer is genuinely rare and should not be missed

It uses humor and surprise to disarm resistance and reframe the call as a lucky opportunity rather than a sales pitch — making the prospect curious and lighter in their response

According to Andy what should you say immediately after 'I was reviewing your account'?

Tell them your product name and its main benefit

Ask them if they remember doing business with you previously

Say 'I need 30 seconds of your time — it's extremely important — can I get 30 seconds?'

Ask them if they are interested in your product or service

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?

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

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

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'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

Andy achieves it by presenting more product options than Jeremy does

Andy achieves it through humor while Jeremy achieves it through empathy

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 finding the one correct framework and executing it perfectly

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

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

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

Andy says the live call demonstration — setting a real appointment in front of the training class — proves that his system works. What is the specific value of real-time proof in sales training and how does it change the behavioral commitment of the salespeople watching compared to being told the same technique theoretically?

Real-time proof demonstrates that the trainer is trustworthy and not just selling a program

Real-time proof creates social accountability — trainees feel they must now use the system

Real-time proof is entertaining which keeps trainees engaged

When trainees watch a real appointment being set using the exact words they just wrote down their brain does not just record information — it updates its belief system about what is possible. Theoretical knowledge stays in the cognitive layer; witnessed proof moves into the belief layer. A trainee who believes the system works will use it. One who only knows it intellectually will hesitate improvise and underperform. Andy's live demonstration converts theoretical knowledge into behavioral certainty — which is the only form of knowledge that produces action

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