6-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.
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

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 price range to qualify the prospect immediately

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

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

A prospect who was referred by an existing client

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

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

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?

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

Accuracy protects the salesperson legally

Accuracy is less important than effectiveness in sales technique

Accuracy makes the technique easier to remember and use

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 is more comfortable for the salesperson

Prospect-centric focus only works with introverted prospects who prefer listening

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

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

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

Frame drift is only a risk with price-sensitive prospects

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 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

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

Across Videos 3 7 and 14 Jeremy Miner consistently returns to the same core teaching: the most persuasive communication happens when the prospect persuades themselves rather than being persuaded by the salesperson. How does the warm lead calling framework in Video 14 specifically create the conditions for self-persuasion — and what would a call look like if self-persuasion were fully achieved?

Self-persuasion is achieved when the prospect's own words delivered in response to the salesperson's questions become the primary content of the conversation — the salesperson's questions are the scaffolding and the prospect's answers are the building. In Video 14's framework: the second connection question ('what caused you to want to look into this?') gets the prospect articulating their own motivation. The fourth question ('what were you hoping could possibly happen?') gets them articulating their desired outcome. A fully self-persuaded call would have the prospect describing their own problem explaining why it matters identifying the consequences of not solving it and stating what they hope the solution will do — all before the salesperson has said a single word about the product. At the close the salesperson simply reflects back what the prospect said and asks if the solution delivers what they described wanting

Self-persuasion only happens after multiple calls once the prospect is fully informed

Self-persuasion happens when the salesperson uses enough social proof

Self-persuasion happens when the prospect agrees with every statement the salesperson makes

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 the pitch immediately since interest is established

Warm lead calls should start with price to qualify quickly

Warm lead calls are easier so less preparation is needed

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

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 implies the call will be boring and brief

It is too casual for a professional sales call

It signals that the salesperson is not confident in their offer

10.

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

Neutral language is more grammatically correct

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

Excited sounds too informal for business conversations

Excited implies the prospect has already made a positive decision

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