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

According to Andy why should you never tell yourself you are nervous before a call?

Self-talk has no impact on call performance

Nervousness causes your voice to shake which prospects can hear

Nervousness causes you to speak too quickly

Telling yourself you are nervous programs your brain to behave nervously — replace the word 'nervous' with 'excited' because excited and nervous feel physically similar but produce completely different behavior

Why does Andy say 'can I get 30 seconds?' is more effective than 'do you have a minute?'

It avoids sounding scripted unlike the word minute

30 seconds is the actual time the opener takes

Asking for 30 seconds frames the request as extremely brief and low-commitment — anyone can give 30 seconds — making it nearly impossible to say no without seeming unreasonably unhelpful

30 seconds sounds less intrusive than a minute

Andy teaches that you should brief your manager before an appointment arrives. How does this pre-briefing function as a sales tool rather than just an administrative step?

Pre-briefing allows the manager to check availability of the relevant product

It ensures the manager knows the appointment is coming so they are not surprised

Pre-briefing is required for compliance with company policy

Pre-briefing aligns the entire team on the prospect's situation what was promised and what the goal is — creating a coordinated team close rather than a solo effort. The manager who has been briefed can reinforce the pitch naturally handle trade-in details smoothly and signal to the prospect through the team's prepared behavior that their visit was expected and important — all of which builds confidence and reduces resistance

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?

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

Labeling makes the questions seem more important

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

According to Andy what is the most important thing to do before a prospect arrives for their appointment?

Prepare a detailed presentation of all available options

Review the prospect's full purchase history in detail

Memorize all possible objections and rebuttals

Brief your manager on the appointment — explain the lead source what was promised and what the prospect drives — so the team can prepare to support the close

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 gives the prospect time to think which leads to better decisions

The hypothetically frame reduces the salesperson's legal liability

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 only works with prospects who are already warm

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?

Open-ended questions reveal price sensitivity too early

Open-ended questions make prospects feel interrogated

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 take too long to answer in a phone context

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

Ask them if they are interested in your product or service

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?'

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

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

Ask to speak with their decision maker

10.

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 make the call sound more professional and rehearsed

Pausing would reduce the urgency frame and make the offer seem less important

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

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

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