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.

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Name

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 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 build rapport by being flexible

They increase the likelihood of a successful callback

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

The price range to qualify the prospect immediately

The company's years of experience and awards

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

The product name and its key features

What is the purpose of the second NEPQ connection question — 'what was it that caused you to want to look into this further?'

To qualify the prospect's budget before going deeper into the pitch

To get the prospect talking about their own reasons for responding — shifting the focus from the salesperson's agenda to the prospect's situation and taking them out of cost-based thinking into results-based thinking

To identify which competitor they are currently using

To confirm they have the authority to make a purchasing decision

Jeremy's deframe and reframe framework suggests that every prospect enters a call with a pre-existing mental frame that determines how they interpret everything the salesperson says. What are the practical implications of this for how a telecalling team designs not just their opener but their entire call architecture?

The entire call should be designed to overcome price objections since that is the default frame

Frame management is only necessary for high-ticket products where price sensitivity is high

Frames only matter in the first 30 seconds — after that they are irrelevant

Since the default frame is cost-based thinking every element of the call architecture must be designed to progressively move the prospect further from that frame and deeper into results-based thinking. The opener deframes through end-result language. Connection questions reinforce the results frame by getting the prospect to articulate their desired outcomes. Discovery deepens the results frame by exploring the emotional consequences of their problem. The close anchors in results. A call architecture that does not actively maintain this frame shift will see the prospect drift back to cost-based thinking at any point where the salesperson stops reinforcing the results frame

Jeremy points out that 10 salespeople using the same script can produce dramatically different results. What does this observation reveal about where telecalling managers should focus their development investment — scripts or delivery skills?

Scripts should be simplified so delivery skills matter less

Both scripts and delivery are equally important

Scripts are more important because they ensure consistent messaging

Since identical scripts produce a wide performance range the variable that explains the difference is not the words but how they are delivered — tone pacing facial expressions energy neutral versus assumptive language. Investment in delivery skill development — tonality training verbal pacing practice emotional state management — will produce greater performance improvement than any script refinement. Scripts set the floor; delivery skills determine the ceiling

Jeremy teaches that asking 'what are the two challenges that keep you awake at night?' is a weaker question than 'what was it that caused you to want to look into this further?' What specifically makes the second question more effective in the warm lead context?

Asking about challenges is too broad and allows the prospect to give vague answers like 'I'm just looking around.' The second question is specific to their action — they responded to this ad about this result — and asks them to explain their own motivation. This is far more focused and personal and it is much harder to be vague about why you did something you actually did than to describe abstract challenges

The second question sounds more professional

The second question is shorter and easier to answer

The first question is only effective for cold calls

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 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

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 is less important than effectiveness in sales technique

Accuracy protects the salesperson legally

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

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

It implies the call will be boring and brief

It is too casual for a professional sales call

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 reference to a previous conversation that was scheduled

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

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