Assessment on: How To Call Leads THE RIGHT WAY By Jeremy Miner

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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.
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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 help with memory recall during complex explanations

Physical gestures are only useful for video calls

Physical gestures help the salesperson remember the structure of the call

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

The mental picture created when the salesperson paints a vivid scenario

A structured script that guides the sales conversation

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

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?

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

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

Cold calling requires more product information upfront to justify the interruption

What is the familiar tone according to Jeremy Miner?

A tone used exclusively when calling back previous clients

A warm and friendly tone used throughout the entire sales call

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

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

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 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

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 reference to a previous conversation that was scheduled

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

What does Jeremy mean by 'possible next steps' rather than 'next steps' in his third connection question?

Using possible creates urgency by implying the steps may not be available

The word possible makes the language neutral — no one can object to discussing possible next steps because it does not assume a commitment. If you say 'we will talk about next steps' it feels like a foregone conclusion which triggers resistance in prospects who are not yet ready to commit

Possible sounds more professional than definite

Possible next steps is a legal term used in contracts

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 only works with introverted prospects who prefer listening

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

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

Prospect-centric focus is more comfortable for the salesperson

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 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 always works as long as the pause is included

10.

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

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

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

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