6-How To Call Leads THE RIGHT WAY By Jeremy Miner

Welcome to Your Assessment Test

Topic: 6-How To Call Leads THE RIGHT WAY By Jeremy Miner

This assessment is designed to evaluate your understanding of the key concepts covered in How To Call Leads THE RIGHT WAY (Prospecting & Warm Leads) by Jeremy Miner. Topics include effective techniques for handling warm and outbound leads, using the familiar tone approach to reduce resistance, leveraging the "you asked us to call you back" reframe, opening conversations with desired outcomes rather than product descriptions, shifting prospects from cost-focused to results-focused thinking through deframing and reframing, and using NEPQ connection questions to encourage prospects to qualify themselves 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

According to Jeremy Miner what is a warm or outbound lead?

A prospect who previously purchased from your company

A prospect who was referred by an existing client

A prospect who has been called multiple times and is now familiar with your company

Someone who has responded to an ad or filled out a form requesting information — they raised their hand and indicated they have a problem though they may not know exactly who will call or when

According to Jeremy Miner what is a warm or outbound lead?

Someone who has responded to an ad or filled out a form requesting information — they raised their hand and indicated they have a problem though they may not know exactly who will call or when

A prospect who has been called multiple times and is now familiar with your company

A prospect who previously purchased from your company

A prospect who was referred by an existing client

According to Jeremy why does every salesperson saying 'we're number one in the market' actually reduce trust rather than build it?

Prospects prefer companies that are modest about their achievements

Prospects have heard every salesperson claim to have the best product or be number one — it is a universally used claim that has lost all meaning. When everyone says the same thing no one is believed. The claim actually lowers trust because it confirms the prospect is dealing with a typical salesperson rather than an expert

Number one claims are only credible when backed by specific evidence

Prospects are not interested in market rankings

What does Jeremy mean by 'possible next steps' rather than 'next steps' in his third connection question?

The word possible makes the language neutral — no one can object to discussing possible next steps because it does not assume a commitment. If you say 'we will talk about next steps' it feels like a foregone conclusion which triggers resistance in prospects who are not yet ready to commit

Using possible creates urgency by implying the steps may not be available

Possible next steps is a legal term used in contracts

Possible sounds more professional than definite

Jeremy teaches 'what were you hoping could possibly happen by working with us?' as a way to flip the qualifying dynamic so the prospect qualifies to the salesperson. Why is this flip important and what does it signal to the prospect's subconscious about who has the problem?

Flipping creates a power dynamic that makes the prospect more likely to pay full price

When the salesperson qualifies to the prospect — 'sure when can I call you back?' — they signal neediness and the prospect's subconscious recognizes 'this person needs me.' But the prospect is the one with the problem not the salesperson. When the salesperson asks 'what were you hoping could possibly happen?' they flip this — now the prospect is explaining their problem and what they want solved which positions the salesperson as the authority being consulted not the vendor seeking a sale

This flip only works after trust has been established

Flipping the dynamic makes the prospect feel in control

Jeremy teaches that neutral language — possibly might be could be — is appropriate in the early stages of a call when trust is low and that more direct language becomes appropriate as trust builds. How does this calibration of language to trust level reflect a deeper principle about the relationship between language and emotional state in sales conversations?

Language should become more complex as trust increases

Language is not just a communication tool — it is a trust-level indicator that the prospect's brain reads constantly. Neutral language signals low-pressure consultative intent. Direct language signals high-conviction expertise. Using high-conviction language before trust is built feels presumptuous and triggers resistance. Using neutral language after trust is fully established feels hesitant and undermines confidence. The calibration between neutral and direct is essentially a real-time map of the trust level — the language should be as assertive as the trust allows and no more. This makes language choice a diagnostic tool: a salesperson who knows which language to use at each stage knows exactly where they are in the trust-building process

Neutral language should always be used to avoid triggering resistance

Language calibration only matters for analytical prospects

Jeremy explains that the third connection question — 'the first part of this call is pretty basic' — is a status-raising technique. How does downplaying your own call raise your status in the prospect's mind rather than lower it?

Downplaying only works with analytical prospects who distrust enthusiasm

Status in a prospect's mind comes from perceived expertise and lack of neediness. An expert who has solved this problem hundreds of times does not need to hype their call — they are simply checking whether this prospect fits their criteria. Downplaying communicates 'I have plenty of clients — I'm seeing if this is a good fit' which is high-status positioning. Overselling the call communicates 'I need this sale' which is low-status positioning

Downplaying creates curiosity about what the advanced parts of the call will involve

Downplaying creates false modesty which prospects find endearing

What is the hot water tip Jeremy shares for telecallers?

Avoid all drinks during calls to prevent interruptions

Drink slightly hot water — not boiling but warmer than lukewarm — before and during calls because it clears your vocal cords and allows you to speak more from your diaphragm producing better vocal quality

Drink cold water to keep your throat from drying out during calls

Drink water only between calls not during them

What does Jeremy mean by 'you asked us to call you back' as part of the opener?

A reference to a previous conversation that was scheduled

A compliance technique to prevent the prospect from saying they are not interested

A reframe that shifts the entire dynamic of the call — instead of the salesperson intruding on the prospect the call becomes the prospect's own request being fulfilled. They raised their hand by filling out the form which means they asked for this call

A polite way of reminding the prospect they filled out a form

Jeremy teaches that asking 'what are the two challenges that keep you awake at night?' is a weaker question than 'what was it that caused you to want to look into this further?' What specifically makes the second question more effective in the warm lead context?

Asking about challenges is too broad and allows the prospect to give vague answers like 'I'm just looking around.' The second question is specific to their action — they responded to this ad about this result — and asks them to explain their own motivation. This is far more focused and personal and it is much harder to be vague about why you did something you actually did than to describe abstract challenges

The second question is shorter and easier to answer

The first question is only effective for cold calls

The second question sounds more professional

Welcome to Your Assessment Test

Assessment Instructions

Leave a Reply Cancel reply