Assessment on: 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).
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Jeremy emphasizes that the familiar tone must be used naturally rather than mechanically. What happens if a telecaller uses the 'it's James... James Miller' technique with a flat or monotone delivery?

The technique always works as long as the pause is included

The familiar tone is created entirely by the delivery — not the words. If the words are correct but the tone is flat the prospect hears a scripted opener that happens to use a pause rather than a genuine familiar greeting. The technique fails because the prospect's brain identifies the pattern as artificial which triggers the same guard-up response as a conventional opener. The tone must be genuinely warm and casual — as if calling a friend — for the curiosity trigger to activate

The technique works better with monotone delivery because it sounds more professional

The technique still works because the structure itself carries the effect

Jeremy describes the deframe/reframe process as taking the prospect from their cost frame to a results frame. But the prospect will naturally drift back toward the cost frame at any point where the salesperson stops actively reinforcing the results frame. What specific moments in a typical telecalling conversation are highest risk for frame drift — and what should the salesperson do at each of those moments to maintain the results frame?

Frame drift can be prevented by never mentioning any numbers during the call

Frame drift is most likely during objection handling and should be addressed with price anchoring

Frame drift is only a risk with price-sensitive prospects

The highest risk moments for frame drift are: when any specific feature or specification is mentioned without connecting it to an outcome when the prospect asks 'how much does this cost?' before the gap has been fully built when the salesperson transitions from discovery to solution presentation and when any objection about price or budget arises. At each moment the salesperson must immediately bridge back to results: 'before I answer that — based on what you've told me about wanting X outcome — if this could get you that result what would that be worth to you?' This keeps the prospect in results-based thinking at the moments when cost-based thinking would otherwise dominate

Across Videos 3 7 and 14 Jeremy Miner consistently returns to the same core teaching: the most persuasive communication happens when the prospect persuades themselves rather than being persuaded by the salesperson. How does the warm lead calling framework in Video 14 specifically create the conditions for self-persuasion — and what would a call look like if self-persuasion were fully achieved?

Self-persuasion is achieved when the prospect's own words delivered in response to the salesperson's questions become the primary content of the conversation — the salesperson's questions are the scaffolding and the prospect's answers are the building. In Video 14's framework: the second connection question ('what caused you to want to look into this?') gets the prospect articulating their own motivation. The fourth question ('what were you hoping could possibly happen?') gets them articulating their desired outcome. A fully self-persuaded call would have the prospect describing their own problem explaining why it matters identifying the consequences of not solving it and stating what they hope the solution will do — all before the salesperson has said a single word about the product. At the close the salesperson simply reflects back what the prospect said and asks if the solution delivers what they described wanting

Self-persuasion only happens after multiple calls once the prospect is fully informed

Self-persuasion happens when the salesperson uses enough social proof

Self-persuasion happens when the prospect agrees with every statement the salesperson makes

Jeremy says that when a prospect responds to 'call me back later' with compliance — 'sure when works best?' — the salesperson enters chase mode and loses status. But if the salesperson pushes back too aggressively they trigger defensiveness. What is the precise calibration between compliance and assertiveness that maintains status without triggering resistance — and how does tone determine which side of that line the response lands on?

The calibration is entirely about word choice — specific phrases either raise or lower status

The calibration point is neutral authority — neither apologetic nor aggressive. The response must communicate 'I understand you're busy and I respect that — and I also have something genuinely worth a moment of your time' through tone rather than through the words alone. The same words delivered with an apologetic tone signal compliance; delivered with a confident matter-of-fact tone they signal expertise. The salesperson must internally hold the frame 'I have something real to offer that could genuinely help this person' — that frame produces the tonal quality that sits exactly on the calibration point

The calibration only works when the salesperson has already built rapport

The calibration is achieved by offering the prospect specific callback time options

Jeremy says the second connection question should make the prospect feel that the focus is on them — not on the salesperson's product or agenda. How does this prospect-centric focus change the emotional experience of a call for someone who was expecting to be pitched?

Prospect-centric focus only works with introverted prospects who prefer listening

When a prospect expects a pitch and instead receives genuine curiosity about their situation and reasons for reaching out the cognitive dissonance of the mismatch disarms them — this is not what they prepared their defenses for. The experience shifts from 'I need to protect myself from this salesperson' to 'someone is actually interested in my situation' which produces openness rather than resistance. The emotional experience of being heard is fundamentally different from the experience of being pitched

Prospect-centric focus is more comfortable for the salesperson

It makes the call feel more like a survey than a sales interaction

What does Jeremy mean by a 'frame' in the context of sales psychology?

The mental picture created when the salesperson paints a vivid scenario

A prospect's habitual way of thinking — shaped by upbringing beliefs and experience — that determines how they interpret everything the salesperson says. The default frame most prospects have at the start of a call is cost or price-based thinking

A structured script that guides the sales conversation

A visual aid used during presentations

According to Jeremy why is 'how are you doing today?' counterproductive as an opener with warm leads?

It is too informal for a business call

It wastes valuable opening seconds that should be used for the pitch

Prospects do not genuinely believe a salesperson calling them for the first time is truly interested in how their day is going — they identify it as a rapport-building technique and their guard goes up immediately because every salesperson who has ever tried to sell them anything has asked the same predictable question

It signals that the salesperson is following a script

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 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

Saying the first name twice signals confidence and authority

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

What is the familiar tone according to Jeremy Miner?

A tone used exclusively when calling back previous clients

A subcategory of the curious tone that makes the prospect feel as though they already know you — causing their brain to search for where they recognize you from rather than immediately identifying you as a salesperson

A warm and friendly tone used throughout the entire sales call

A casual conversational tone used only with existing customers

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

A prospect who was referred by an existing client

A prospect who previously purchased from 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

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