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

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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

Why does Jeremy say to use the word 'possibly' when asking what the prospect was hoping would happen by working with you?

Possibly is a legal protection in case the outcome cannot be delivered

Possibly implies the outcome is uncertain which creates urgency

The word possibly is neutral — it does not assume they have already decided to work with you. Neutral language prevents the prospect's guard from going up at a point where trust is still building. No one can object to 'what were you hoping could possibly happen' because it does not pressure them toward a commitment

Possibly makes the question more grammatically polished

Why does Jeremy Miner say 'it's James... James Miller' rather than 'hi this is James Miller'?

Using only the first name initially is more professional

Saying the first name twice signals confidence and authority

Saying the first name twice is more memorable and helps the prospect recall you

Saying just the first name first with a familiar tone triggers curiosity — the prospect's brain wonders who it is and where they know this person from keeping their guard down. Adding the last name after the pause allows the familiar tone to land before the full identity is revealed

Jeremy's deframe and reframe process takes the prospect from cost-based thinking to results-based thinking. What specific techniques does he use in the opener to achieve this shift without the prospect consciously noticing it?

He mentions the end result of his product — not the product itself — in the opener and then asks what caused them to want to look into it further. Both of these anchor the conversation in outcomes rather than costs. The prospect's mind is redirected to why they responded and what they were hoping to achieve which is results-based thinking before the price conversation can begin

He avoids all mention of the product until the prospect asks about it

He asks directly about the prospect's budget to get pricing out of the way early

He opens with a price anchor that makes the actual price seem lower by comparison

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

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 prefer companies that are modest about their achievements

Prospects are not interested in market rankings

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

A prospect who previously purchased from your company

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

A prospect who was referred by an existing client

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

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

Possible next steps is a legal term used in contracts

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

Possible sounds more professional than definite

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

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

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 reference to a previous conversation that was scheduled

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

Jeremy's three connection questions for warm leads form a specific sequence: familiar opener → results-based context → prospect's own reasons → downplayed call structure → prospect qualifying to you. What would break down in the sequence if the third question — the downplayed call structure — were skipped and the salesperson moved directly to discovery questions?

The third question serves as a transitional frame-setter — it establishes what the call is for how long it will take and what the possible outcome is all in neutral language. Without this transition moving directly to discovery questions feels abrupt and interrogative — the prospect has not been told what kind of conversation this is or why you are asking questions. This uncertainty triggers the fight-or-flight response because the prospect's brain cannot predict where the conversation is heading which activates their defensive system

Skipping the third question would make the call shorter and more efficient

Skipping the third question only matters with analytical prospect types

The third question is optional and can be replaced with a direct transition

Jeremy teaches that 'you asked us to call you back' reframes the call from intrusion to service. Combined with Daniel G's 'start with their no in mind' from Video 8 and Andy Elliott's 'make it the client's idea' from Video 12 what unified principle about prospect psychology emerges — and how should a telecaller use this principle to design every element of their outreach?

These three principles conflict because they use different specific techniques

All three principles are about reducing the salesperson's discomfort during difficult calls

The principle only applies to warm leads where the prospect has already shown interest

All three principles converge on the same insight: people resist what feels like it is being done to them and embrace what feels like it is being done for them or by them. You asked us to call you back makes the call their idea. Start with their no in mind anticipates and removes the barriers they would otherwise feel imposed on them. Make it the client's idea ensures the outcome feels self-chosen. A telecaller who internalizes this principle designs every interaction — opener questions close — so the prospect feels they are driving not being driven

10.

Jeremy explains that ten salespeople using the same script produce wildly different results. This phenomenon appears throughout the series — Andy Elliott demonstrates it with the trainee in Video 12 and Grant Cardone implies it when he debriefs his call in Video 5. What does the consistent appearance of this observation across multiple trainers reveal about the fundamental nature of what is being transmitted when a salesperson communicates with a prospect?

The observation shows that personality is the primary sales variable

The observation reveals that lead quality is the primary differentiator

The observation reveals that experience level is the primary differentiator between salespeople

The consistent observation across trainers reveals that sales communication is fundamentally the transmission of internal state — the salesperson's certainty care competence and belief — through the medium of language and tone. The words are the container; the internal state is the content. Two salespeople saying identical words transmit completely different internal states and prospects respond to the state not the words. This is why script optimization alone never closes the performance gap — you cannot transmit a state you do not possess regardless of how perfectly you choose the words

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