Assessment on: 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 why is 'how are you doing today?' counterproductive as an opener with warm leads?

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

It signals that the salesperson is following a script

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 is too informal for a business call

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 is more comfortable for the salesperson

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

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

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

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 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

Why does Jeremy use 'caused you to want to look into this' rather than 'what excited you about' in his second connection question?

Excited implies the prospect has already made a positive decision

Neutral language is more grammatically correct

Neutral language — caused you to want to — avoids assumptions and keeps the prospect's guard down. Assumptive or enthusiastic language at this early stage signals a sales agenda and triggers resistance in prospects who are not yet warm to the conversation

Excited sounds too informal for business conversations

According to Jeremy what happens when a salesperson responds to 'call me back later' by immediately asking when to call back?

They build rapport by being flexible

They increase the likelihood of a successful callback

They enter chase mode — by qualifying to the prospect's request without any resistance the salesperson communicates that their time is less valuable than the prospect's lowering their status and reducing the prospect's respect for them

They show respect for the prospect's time

Jeremy points out that 10 salespeople using the same script can produce dramatically different results. What does this observation reveal about where telecalling managers should focus their development investment — scripts or delivery skills?

Since identical scripts produce a wide performance range the variable that explains the difference is not the words but how they are delivered — tone pacing facial expressions energy neutral versus assumptive language. Investment in delivery skill development — tonality training verbal pacing practice emotional state management — will produce greater performance improvement than any script refinement. Scripts set the floor; delivery skills determine the ceiling

Scripts should be simplified so delivery skills matter less

Scripts are more important because they ensure consistent messaging

Both scripts and delivery are equally important

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 still works because the structure itself carries the effect

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 always works as long as the pause is included

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

Flipping the dynamic makes the prospect feel in control

This flip only works after trust has been established

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 water only between calls not during them

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

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