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 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 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

The hypothetically frame only works with prospects who are already warm

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

What is the authority transfer technique according to Andy Elliott?

Referring the prospect to a more senior salesperson when facing a complex objection

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

What does 'in the end it's your decision' accomplish in Andy's call framework?

It gives the prospect an autonomy frame — communicating that you are not trying to force them — which lowers their defensive resistance and makes them more willing to engage with the process

It signals the end of the pitch and the beginning of the close

It signals that you are not confident the prospect will say yes

It is a legal disclaimer protecting the salesperson

According to Andy why should you say 'more money' twice with a pause in between?

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

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

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

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

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

It creates urgency by implying the offer is only available today

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

Asking multiple questions at once to cover all possible responses

Offering multiple products and letting the prospect choose the best fit

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

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 achieves it by presenting more product options than Jeremy does

Andy's approach requires a previous relationship while Jeremy's works with cold prospects

Andy achieves it through humor while Jeremy achieves it through empathy

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

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

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

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

It is a disclaimer that protects the salesperson legally

According to Andy what should you do immediately after a prospect agrees to come in?

Send a calendar invite with all relevant details

Send a detailed email with product information

Text them your name the address and your direct number so they have a personal connection and know exactly who to ask for when they arrive

Call them back the night before to confirm the appointment

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