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

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

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

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

According to Jeremy what is the purpose of saying 'the first part of this call is pretty basic' at the start?

To downplay the call and reduce the prospect's feeling of pressure — an expert does not oversell the importance of the conversation. Being understated signals confidence and raises status while being overly enthusiastic signals desperation and lowers status

To lower the prospect's expectations so they are not disappointed

To establish that the call is informal and non-committal

To warn the prospect that you will ask simple questions first

Jeremy teaches that the gap visual — showing where the prospect is now compared to where they want to be — can be communicated through hand movements even on a phone call. How do physical gestures improve vocal delivery when no one can see them?

Physical gestures are only useful for video calls

Physical gestures help with memory recall during complex explanations

Physical gestures help the salesperson remember the structure of the call

When you use hand movements to indicate low and high positions — 'where you are now' versus 'where you want to be' — your body physically enacts the concept which changes your vocal energy pacing and emphasis in ways that match the visual metaphor. The prospect cannot see the hands but hears the energy that the movement produces. Your body language and your tone are physically connected — the movement creates the vocal quality

According to Jeremy why does saying 'do you have two minutes?' immediately damage trust?

It is too casual for a professional sales call

Most prospects do not believe the call will actually take only two minutes — they know salespeople say this and then take much longer. This perceived dishonesty immediately reduces trust and lowers the salesperson's status before the pitch has started

It signals that the salesperson is not confident in their offer

It implies the call will be boring and brief

According to Jeremy what is the numbers game versus the skills game in the context of calling leads?

Numbers game is appropriate for junior telecallers while skills game is for senior ones

Numbers game is for cold leads while skills game is for warm leads

The numbers game relies on calling a huge volume of leads to compensate for a low conversation rate — you need many leads because most calls go nowhere. The skills game reduces the volume needed because each conversation is conducted with advanced questioning and tonality that keeps prospects engaged rather than triggering resistance

Numbers game means making more calls per day while skills game means longer calls

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

Prospects prefer companies that are modest about their achievements

Number one claims are only credible when backed by specific evidence

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

Prospects are not interested in market rankings

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

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

Saying the first name twice signals confidence and authority

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

Using only the first name initially is more professional

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

A structured script that guides the sales conversation

The mental picture created when the salesperson paints a vivid scenario

A visual aid used during presentations

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

What is the purpose of the second NEPQ connection question — 'what was it that caused you to want to look into this further?'

To get the prospect talking about their own reasons for responding — shifting the focus from the salesperson's agenda to the prospect's situation and taking them out of cost-based thinking into results-based thinking

To confirm they have the authority to make a purchasing decision

To qualify the prospect's budget before going deeper into the pitch

To identify which competitor they are currently using

10.

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?

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

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

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