7-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

What does Jeremy mean by 'results-based thinking' versus 'price or cost-based thinking'?

Results-based thinking focuses on ROI while cost-based thinking focuses on upfront investment

Results-based thinking is appropriate for high-ticket sales only

Results-based thinking gets the prospect focused on the outcome they want to achieve while cost-based thinking keeps them focused on what they are spending — and prospects in results-based thinking are far more likely to buy

Results-based thinking is used by buyers while cost-based thinking is used by salespeople

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?

It gives the salesperson more time to prepare a better response

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

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

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

According to Jeremy what is the 'skills game' versus the 'numbers game' in sales?

The numbers game relies on volume — more calls to compensate for poor conversion. The skills game means improving the quality of every conversation through advanced questioning tonality and objection prevention — producing far more sales from the same number of calls

Numbers game means working more hours and the skills game means working smarter

The numbers game is appropriate for junior telecallers and the skills game for experienced ones

The numbers game is for outbound and the skills game is for inbound sales

What are 'solution awareness questions' designed to achieve?

Confirm the prospect's budget and purchase timeline

Get the prospect to see and feel what their future looks like once the problems are solved — building certainty and urgency to change

Present the product features and benefits in question form

Transition the conversation toward the closing stage

What are 'problem awareness questions' designed to do?

Qualify the prospect on their decision-making authority

Help the prospect understand the pricing structure before the close

Identify which competitors the prospect has already spoken with

Help the prospect understand not just what their problems are but the root causes and — most importantly — the consequences of not solving them

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

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

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

Jeremy says 'what type of pain are you possibly feeling?' is more effective than 'are you having any pain?' What questioning principle does this demonstrate and how should telecallers apply it broadly?

This technique only works when the topic is sensitive or personal

Replacing yes-or-no closed questions with 'what type of' language directs the prospect's brain to search for and describe the thing rather than simply confirming or denying its existence — dramatically increasing both the depth and emotional richness of the answer

It is a technique specific to medical or health-related sales conversations

Open questions are always better than closed questions in sales

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

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

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

Jeremy says the short follow-up message 'I called a few times but we didn't hear back — where should we go from here?' is highly effective. What makes this three-line message outperform a long multi-paragraph follow-up email?

Short messages create urgency through their brevity

Short messages are more likely to be read on mobile devices

A short message with an open-ended question triggers an emotional reaction — the prospect feels they owe a response their curiosity about 'where should we go from here' prompts engagement and the lack of pressure or fluff makes them feel respected rather than chased. Long emails signal desperation and are not read

Short messages are more professional in B2B contexts

10.

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

It means telecallers should prepare longer and more detailed objection rebuttals

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

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