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 reference to a previous conversation that was scheduled

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

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

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

Saying the first name twice signals confidence and authority

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

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

It is too casual for a professional sales call

It implies the call will be boring and brief

It signals that the salesperson is not confident in their offer

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

According to Jeremy what should you mention after the company name in your opener — the product or the end result?

The product name and its key features

The end result of what you sell — what the prospect ultimately gets not what the product is

The company's years of experience and awards

The price range to qualify the prospect immediately

Jeremy explains that saying 'you asked us to call you back' is accurate when the prospect filled out a form. How does this accuracy make the reframe more powerful than a manufactured technique — and what does this reveal about the relationship between truthfulness and persuasion?

Accuracy makes the technique easier to remember and use

Accuracy is less important than effectiveness in sales technique

Accuracy protects the salesperson legally

When a reframe is genuinely true the salesperson delivers it with full conviction because there is no internal conflict about stretching the truth. The prospect also subconsciously senses that it is accurate — they did fill out the form they did ask to be called — which makes the statement land without triggering the skepticism that would arise from a manufactured claim. Truth delivered with conviction is more persuasive than fiction delivered with enthusiasm

Jeremy explains that ten salespeople using the same script produce wildly different results. This phenomenon appears throughout the series — Andy Elliott demonstrates it with the trainee in Video 12 and Grant Cardone implies it when he debriefs his call in Video 5. What does the consistent appearance of this observation across multiple trainers reveal about the fundamental nature of what is being transmitted when a salesperson communicates with a prospect?

The observation reveals that lead quality is the primary differentiator

The observation shows that personality is the primary sales variable

The consistent observation across trainers reveals that sales communication is fundamentally the transmission of internal state — the salesperson's certainty care competence and belief — through the medium of language and tone. The words are the container; the internal state is the content. Two salespeople saying identical words transmit completely different internal states and prospects respond to the state not the words. This is why script optimization alone never closes the performance gap — you cannot transmit a state you do not possess regardless of how perfectly you choose the words

The observation reveals that experience level is the primary differentiator between salespeople

Jeremy teaches that warm leads — people who responded to an ad — have already raised their hand indicating they have a problem. How should this knowledge change the way a telecaller approaches the opening of a call compared to a cold call where no prior interest has been indicated?

Warm lead calls should start with price to qualify quickly

A warm lead call should open by acknowledging their action — 'you asked us to call you back' — and connecting back to the result they were seeking when they responded. This is different from a cold call where the entire opening must create curiosity from scratch. With a warm lead curiosity already exists about whether the solution matches their problem — the opener must channel that existing curiosity rather than generate it

Warm lead calls should start with the pitch immediately since interest is established

Warm lead calls are easier so less preparation is needed

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

A prospect who was referred by an existing client

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

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?

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

Downplaying only works with analytical prospects who distrust enthusiasm

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

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 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

Cold calling requires more product information upfront to justify the interruption