Assessment On: How to Sell More Than 99% Of People By Jeremy Miner

Welcome to Your Assessment Test

Topic: 7-How to Sell More Than 99% Of People By Jeremy Miner

This assessment is designed to evaluate your understanding of the key concepts covered in How to Sell More Than 99% Of People (3 Hour Masterclass) by Jeremy Miner. Topics include the complete NEPQ (Neuro Emotional Persuasion Questions) framework, the distinction between problem-finding and product-pushing approaches, the three modes of selling, the power of dialogue-driven sales conversations, and the strategic use of situation, problem awareness, and solution awareness questions.

The assessment also covers advanced communication techniques such as verbal cues, verbal pacing, verbal pauses, status positioning, emotional engagement, and objection prevention strategies that help sales professionals guide prospects toward informed buying decisions without creating resistance.

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

Jeremy says facial expressions are 'the remote control to how your tone comes across.' How does this principle apply to a telecaller who the prospect cannot see?

Facial expressions help telecallers stay emotionally engaged throughout long calling sessions

Facial expressions matter only during role-play training not during actual calls

It does not apply to telecallers — facial expressions only matter in face-to-face settings

Even though the prospect cannot see the telecaller's face facial expressions physically change the muscles in the face jaw and throat — which changes the acoustic quality of the voice. A concerned facial expression produces a genuinely concerned vocal tone that the prospect hears. Trying to produce a concerned tone with a flat face is physically difficult

According to Jeremy what is the correct way to handle a prospect who says 'I'm busy can you call me back later?'

Use status-raising language — suggest they call you back to see if you are available imply you have a full schedule and use a playful tone to re-engage them rather than immediately accommodating their request

End the call politely and send a follow-up email instead

Apologize for the interruption and ask when would be a better time

Ask them directly when they would like you to call back and confirm the time

What are 'situation questions' in the NEPQ framework used for?

To handle objections that arise during the discovery phase

To help both the salesperson and the prospect understand what the real current situation is — including facts about their problem the prospect may not have fully articulated

To present the solution and get initial buy-in

To qualify the prospect's budget and timeline

Jeremy identifies that objections like 'think it over' and 'need to talk to my spouse' are not genuine objections but unspoken concerns triggered by uncertainty the salesperson created. What does this reveal about the relationship between the quality of the discovery phase and the frequency of late-stage objections?

Late-stage objections are inevitable regardless of how good the discovery phase is

Late-stage objections only arise with prospects who were never genuinely qualified

There is a direct inverse relationship: the more thoroughly the discovery phase builds genuine gap emotional connection and certainty the fewer late-stage objections arise — because the prospect's brain has already resolved the uncertainty that produces those objections. Telecallers who get frequent late-stage objections are receiving feedback that their discovery phase is not building sufficient gap or trust

Late-stage objections are primarily caused by price not by the quality of discovery

What does NEPQ stand for according to Jeremy Miner?

Non-Escalating Pitch and Qualification

Needs Evaluation and Persuasion Qualification

Needs Exploration and Proposal Qualification

Neuro Emotional Persuasion Questions

Jeremy teaches that when a prospect says 'I need to talk to my spouse' the telecaller should not try to overcome this objection at the moment it arises. Instead they should set a second appointment and then — before the prospect leaves — ask what they were wanting to go over in their mind. Why is this two-step approach more effective than directly handling the spouse objection?

Setting the appointment first lowers the prospect's guard — they believe the conversation is over and feel safe. In that relaxed state the question 'what were you wanting to go over in your mind?' causes them to reveal the real concern naturally. The telecaller can then address it right there while trust is high often eliminating the need for the second appointment entirely

It gives the salesperson more time to prepare a better response

It respects the prospect's need for time and builds trust through patience

It is a compliance technique designed to prevent the prospect from leaving without a commitment

Jeremy says objections are triggered by uncertainty in the prospect's brain — and that uncertainty is the salesperson's fault not the prospect's. How does this reframe the way a telecaller should think about every objection they receive?

It means objections are inevitable and the focus should be on overcoming them quickly

It means every objection is diagnostic feedback — telling the telecaller specifically where in the conversation they failed to build certainty. Rather than blaming the prospect or the lead the telecaller should reverse engineer what they said or asked that left the prospect uncertain and fix that part of their process

It means telecallers should qualify more strictly to avoid talking to prospects who are likely to object

It means telecallers should prepare longer and more detailed objection rebuttals

Jeremy distinguishes between objection handling and objection prevention. Why does he say top 1% salespeople focus on prevention rather than handling and what makes prevention more effective?

Prevention is easier to learn than handling because it requires fewer techniques

Prevention stops the objection from forming in the prospect's mind in the first place — by building a deep enough gap through questioning and tonality that the prospect's uncertainty never reaches the level that produces an objection. Handling is reactive; prevention is structural

Prevention works better for price objections while handling works better for timing objections

Prevention is only possible with warm inbound leads — outbound calls require handling

Jeremy says prospects do not buy from people they like — they buy from people they trust can get them the best result. How does this update Dale Carnegie's 1936 principle and what are the practical implications for a telecaller who has been trained to focus heavily on rapport-building?

Jeremy is wrong — rapport is still the most important factor in modern selling

Rapport is still necessary but should be built after the sale is closed

The shift applies only in B2B sales — in consumer telecalling rapport remains the primary trust builder

In 1936 prospects were not bombarded with constant advertising and sales attempts. Today they are sold to from the moment they wake up — on their phone TV radio and in person. This has created defensive mechanisms where every friendly opener is immediately decoded as a sales attempt. Trust in 2024 is built through demonstrated competence in understanding the prospect's specific situation — not through friendliness. A telecaller over-indexed on rapport is spending time on the 1936 problem rather than the 2024 one

10.

Jeremy says the most persuasive mode of selling is when you allow others to persuade themselves. For a telecaller what does building a conversation that causes self-persuasion actually look like in practice and why is it more durable than external persuasion?

Self-persuasion requires a minimum of three calls to build the necessary trust

Self-persuasion is achieved when the telecaller's questions cause the prospect to articulate their own pain identify their own problems describe their own desired future and state their own reasons for buying — at which point the prospect cannot dispute what they have said because it came from them. This is more durable because people defend their own conclusions rather than reversing them

Self-persuasion happens when the telecaller presents such a strong logical case that the prospect agrees

Self-persuasion is only possible with prospects who are already warm or inbound

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