6-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 is the familiar tone according to Jeremy Miner?

A tone used exclusively when calling back previous clients

A casual conversational tone used only with existing customers

A warm and friendly tone used throughout the entire sales call

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

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 are about reducing the salesperson's discomfort during difficult calls

These three principles conflict because they use different specific techniques

The principle only applies to warm leads where the prospect has already shown interest

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

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

They show respect for the prospect's time

They build rapport by being flexible

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 increase the likelihood of a successful callback

Why does Jeremy use 'caused you to want to look into this' rather than 'what excited you about' in his second connection question?

Excited sounds too informal for business conversations

Neutral language — caused you to want to — avoids assumptions and keeps the prospect's guard down. Assumptive or enthusiastic language at this early stage signals a sales agenda and triggers resistance in prospects who are not yet warm to the conversation

Neutral language is more grammatically correct

Excited implies the prospect has already made a positive decision

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 is less important than effectiveness in sales technique

Accuracy protects the salesperson legally

Accuracy makes the technique easier to remember and use

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

What is the deframe and reframe process according to Jeremy Miner?

Taking the prospect out of their default cost or price-based thinking frame and moving them into results-based thinking — where their focus shifts from what it costs to what they will get and why they responded in the first place

Changing the salesperson's mindset before calling

Reframing an objection by agreeing with it first

Removing a prospect's objection and replacing it with a new perspective

Jeremy's deframe and reframe process takes the prospect from cost-based thinking to results-based thinking. What specific techniques does he use in the opener to achieve this shift without the prospect consciously noticing it?

He asks directly about the prospect's budget to get pricing out of the way early

He avoids all mention of the product until the prospect asks about it

He mentions the end result of his product — not the product itself — in the opener and then asks what caused them to want to look into it further. Both of these anchor the conversation in outcomes rather than costs. The prospect's mind is redirected to why they responded and what they were hoping to achieve which is results-based thinking before the price conversation can begin

He opens with a price anchor that makes the actual price seem lower by comparison

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

To establish that the call is informal and non-committal

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 warn the prospect that you will ask simple questions first

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

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

Prospects are not interested in market rankings

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 prefer companies that are modest about their achievements

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

Possibly implies the outcome is uncertain which creates urgency

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 is a legal protection in case the outcome cannot be delivered

Welcome to Your Assessment Test

Assessment Instructions

Leave a Reply Cancel reply