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.

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Name

Why does Jeremy say you should never ask 'is this a good time?' on a call?

Most prospects will say no — it is a yes/no question that hands them an easy exit from the conversation before the call has even started

It sounds too casual and unprofessional

It lowers your status by asking permission unnecessarily

It is redundant because prospects who filled out a form are always available

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 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 shows that personality is the primary sales variable

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

The observation reveals that lead quality is the primary differentiator

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

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 polite way of reminding the prospect they filled out a form

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

A reference to a previous conversation that was scheduled

What is the familiar tone according to Jeremy Miner?

A casual conversational tone used only with existing customers

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 tone used exclusively when calling back previous clients

A warm and friendly tone used throughout the entire sales call

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

The calibration only works when the salesperson has already built rapport

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

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

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

Possibly implies the outcome is uncertain which creates urgency

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

What is the hot water tip Jeremy shares for telecallers?

Avoid all drinks during calls to prevent interruptions

Drink water only between calls not during them

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

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

Jeremy says that asking for permission before a question — 'can I ask you something?' — is more effective than launching directly into the question — 'let me ask you a question.' Why does permission-based questioning specifically matter when the salesperson is asking for information that the prospect might feel is intrusive or personal?

Permission questions are legally required in certain industries

Permission questions give the salesperson a chance to think while the prospect responds

When a salesperson asks permission first they demonstrate that they respect the prospect's autonomy — the information is offered rather than extracted. This is critical for questions that probe into problems pain or personal situations because these questions carry emotional risk for the prospect. Without permission an intrusive question feels like an interrogation regardless of its content. With permission the same question feels like a invited exploration. The difference is entirely in whether the prospect feels they chose to answer or were compelled to answer — and people protect what they chose to share in ways they do not protect what was extracted from them

Permission questions only matter at the beginning of a call before rapport is established

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

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

Prospects prefer companies that are modest about their achievements

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

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