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.
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Name

Jeremy's warm lead calling framework — with its emphasis on familiar tone you-asked-us-to-call reframe end-result opener and prospect-qualifying questions — is designed to exploit the fact that warm leads already have implicit interest. How would a telecalling team that primarily calls cold prospects need to fundamentally restructure their opening approach while preserving the same underlying psychological principles?

Cold prospects require a more aggressive approach since they have no prior interest

Cold calling requires more product information upfront to justify the interruption

Cold calling requires a completely different set of techniques with no overlap

The underlying principles — create curiosity avoid predictable patterns focus on outcomes not products use neutral language make the prospect feel the conversation is for them — all apply to cold calling. The structural adaptations would be: replace 'you asked us to call you back' with a curiosity-creating statement that does not reference a prior action replace the end-result opener with a pattern interrupt that creates intrigue about a relevant outcome and replace the second connection question's reference to the ad with a more general discovery of the prospect's current situation. The psychology is identical; the specific content changes because the prospect's entry point is different

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

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 wastes valuable opening seconds that should be used for the pitch

It is too informal for a business call

It signals that the salesperson is following a script

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

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 build rapport by being flexible

They show respect for the prospect's time

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

Saying the first name twice signals confidence and authority

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 is more memorable and helps the prospect recall you

Jeremy explains that the third connection question — 'the first part of this call is pretty basic' — is a status-raising technique. How does downplaying your own call raise your status in the prospect's mind rather than lower it?

Downplaying only works with analytical prospects who distrust enthusiasm

Downplaying creates curiosity about what the advanced parts of the call will involve

Status in a prospect's mind comes from perceived expertise and lack of neediness. An expert who has solved this problem hundreds of times does not need to hype their call — they are simply checking whether this prospect fits their criteria. Downplaying communicates 'I have plenty of clients — I'm seeing if this is a good fit' which is high-status positioning. Overselling the call communicates 'I need this sale' which is low-status positioning

Downplaying creates false modesty which prospects find endearing

What is the hot water tip Jeremy shares for telecallers?

Drink water only between calls not during them

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

Avoid all drinks during calls to prevent interruptions

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

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 works better with monotone delivery because it sounds more professional

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 always works as long as the pause is included

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?

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

Frame drift is only a risk with price-sensitive prospects

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

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?

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

Physical gestures are only useful for video calls

Physical gestures help the salesperson remember the structure of the call

Physical gestures help with memory recall during complex explanations

Why does Jeremy say to use the word 'possibly' when asking what the prospect was hoping would happen by working with you?

Possibly implies the outcome is uncertain which creates urgency

Possibly is a legal protection in case the outcome cannot be delivered

Possibly makes the question more grammatically polished

The word possibly is neutral — it does not assume they have already decided to work with you. Neutral language prevents the prospect's guard from going up at a point where trust is still building. No one can object to 'what were you hoping could possibly happen' because it does not pressure them toward a commitment