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

Jeremy uses the phrase 'those are fairly decent' when referring to a competitor's product rather than saying either 'those are great' or 'those are terrible.' What specific psychological effect does this neutral phrase achieve?

It is used only when the competitor's product is genuinely average in quality

It avoids legal liability from making negative claims about competitors

It seeds subtle doubt in the prospect's mind about their current solution without triggering defensiveness — causing them to start questioning whether what they have is actually good enough while keeping their guard down

It signals to the prospect that you are objective and unbiased

What are 'problem awareness questions' designed to do?

Identify which competitors the prospect has already spoken with

Help the prospect understand the pricing structure before the close

Qualify the prospect on their decision-making authority

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

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?

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

Open questions are always better than closed questions in sales

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

What does NEPQ stand for according to Jeremy Miner?

Neuro Emotional Persuasion Questions

Non-Escalating Pitch and Qualification

Needs Evaluation and Persuasion Qualification

Needs Exploration and Proposal Qualification

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?

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 likely to be read on mobile devices

Short messages create urgency through their brevity

Short messages are more professional in B2B contexts

What does Jeremy say about the word 'budget' and why should telecallers avoid it?

Budget questions should only be asked by senior salespeople

The word budget implies a limit — it puts the prospect into a mindset of restriction rather than possibility. Using neutral words like 'funds' is better because it does not carry that limiting association

Budget is a technical term that confuses prospects who are not financially sophisticated

Budget is too formal for conversational selling contexts

What is verbal pacing and what does it achieve?

Deliberately slowing down the delivery of a question — pausing between words — so the prospect has time to internalize what was asked and give a deeper more emotional answer

Using short sentences to make questions easier to understand

Speaking quickly to maintain energy and momentum on the call

Matching the prospect's speaking speed to build rapport

Jeremy says 'I appreciate you taking the time to come in' actually lowers your status. Why does this specific phrase undermine a telecaller's authority and what should they do instead?

It is grammatically awkward and sounds unprofessional

It is too formal and creates emotional distance with the prospect

It only lowers status in face-to-face settings not on phone calls

It communicates that the prospect's time is more valuable than yours — positioning you as grateful for their attention rather than as the trusted authority with problems to solve. The prospect has the problem not you — so they should be qualifying to you not the other way around

Jeremy says the reason sales trainers tell you sales is a numbers game is because 'basically what they just told you is what I'm training you doesn't really work that well so you're just going to have to work harder.' What is the systemic damage this mindset causes to a telecalling team over time?

The numbers game mindset is only damaging for senior salespeople — junior telecallers benefit from the volume

The numbers game mindset creates a culture where skill development is permanently deprioritized — telecallers are trained to compensate for poor conversion through volume which means they never improve their actual conversion rate. Over time this produces teams that are busy but not effective with high burnout and turnover because the fundamental work is unrewarding and the income ceiling is determined by hours not skill

It causes telecallers to focus on quantity over quality which damages the company's reputation

It causes telecallers to make too many calls which leads to burnout

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 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 is only possible with prospects who are already warm or inbound

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

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

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