Verkaufstraining: Wordings die wirklich funktionieren!

Business-focused takeaways (sales wording, scripts, and execution)

1) Referral ask timing + “win-win” incentive framing (financial services / compliance-friendly)

• Core strategy: Ask for referrals right after a positive experience (the customer satisfaction moment), not randomly.
• Positioning logic: Since people ask “What’s in it for me?”, frame the request as a mutual benefit.
• Recommended script / phrase:
  • “If I paid you a bonus for every recommendation, would you seriously consider who else would benefit from our product?”
• Why it works (psychology the speaker emphasizes):
  • Uses an “incentive” clause to trigger willingness.
  • Shifts from “your benefit” to “their benefit + customer fit,” making it feel win-win.
• Guardrail: Don’t ask for vague lists (“give me 2–3 names”). Force serious thinking:
  • Prefer “who else would benefit” over random contacts.

Example placement the speaker gives:

• After presenting “figures/facts” and the customer is incredibly happy (e.g., perfect insurance match) → then immediately ask for first referrals.

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2) Curiosity hooks for discovery (short phrase that increases talk time)

• “Stalin” / top-of-funnel discovery hook (verbatim idea):
  • “Would you like to tell me…?” (used with a repeated, “super curious” tone)
• How to use it:
  • Works even if the customer feels they “know you’ll ask”—it creates a curiosity/secret-seeking vibe.
• Example prompts that follow it:
  • “…what motivated you to register for our prelounge today?”
  • “…what motivated you to stop by today?”
  • “…are you super happy with your [solution] generation, or could it be going much better?”
• Operational note: delivery tone matters—use exaggerated tone/body language during training.

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3) “Perfect closer” call structure: status quo → desired state → pain gap → decision

The speaker references their “New Ager Selling” course and describes phases of a closer conversation:

1. Open up / discovery
2. Intensify pain point / create awareness
3. Confirm desired state
4. Use the gap as leverage for decision

a) Status quo probing sentence (problem awareness / gap creation)

Variations shown:

• “Tobias, please tell me what you’re currently doing. How are you progressing?”
• “What are your strategies so I can better understand where you currently stand?”

Implementation principle: identify:

• where they are now
• where they want to go
• the gap in between = buffer/pain point to build for closing

b) Desired-state “future resonance” prompts (avoid “just a number”)

Base wording:

• “What would be a dream result for you—let’s say? How many new customers would you like to acquire per month, or how many projects could you actually implement?”

Optimization logic:

• Asking “how many you want” can lead to a single static number.
• Adding “actually implement” forces thinking about resources, constraints, operations, not just wishes.

Escalate one step further (future consequences + growth):

• If they reach higher numbers, ask whether it creates real growth potential.
• Or ask the downside:
  • “What would happen to your business if you don’t manage to win [D–VI] new customers?”
• Goal: intensify the gap/pain by asking about consequences of failure (stagnation / “spinning wheels”).

c) Closing question choice (decision framing)

Two options are offered; speaker/guest prefer Option 1:

1. “What do you need to see or hear today to be able to make a decision?”
2. “Based on the possibilities, which option feels like the best result for your company?”

Execution tactic: keep it smooth and add “today” to move toward immediacy.

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4) Setter-to-closer appointment confirmation: “disarming” language for gatekeepers

• Goal of setters: get positive confirmation + ensure the gatekeeper believes it’s a legitimate follow-up.
• Recommended tone / wording (verbatim):
  • “Hey Lukas, I saw that you registered with us to possibly get help with [XY].”
• Why “possibly” matters:
  • Less binding than “I saw you want to buy.”
  • Keeps the interaction disarming, increasing gatekeeper agreement.
• Body language guidance: facial expression + body language amplify tone; exaggerated practice is encouraged.

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5) Handling vague answers: force elaboration with “and what else?” + clarifying recursion

If the prospect gives short answers (“Yeah, it’s going quite well.”), use:

• “And what else?”
• “What exactly do you mean by that?”

Rationale: people need to “do more work,” so you get more signal.

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6) Gatekeeper “What’s up?” responses: choose short, vague relevance hooks

Three strategies are listed; speaker endorses short/vague replies:

• “It’s personal.”
• “Why isn’t he/she here?”
• “It’s about the relevant issue/project XY.”

a) Strategy: “It’s personal.”

• Framed as legitimate (not lying) because the intent is a personal invite/pitch.
• Likely outcome: gatekeeper connects you more often (“Everything’s fine, I’ll connect you.”).

b) Strategy: “It’s about relevant issue XY.” (examples given)

• Customer acquisition service → “current marketing campaign”
• Website optimization / web design → “deletable legal notice” (then mention weaknesses as a lever)
• Software to doctors with existing practice management → “existing tariff/plan” (replace/upgrade angle)

Operational principle: If your relevance topic is anchored to something the gatekeeper already knows exists, it reduces suspicion and keeps the call moving.

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7) When the gatekeeper says the decision-maker is on another call: control next steps

If the gatekeeper offers a callback, use a lead-taking alternative:

• “I’ll call again in 10 minutes.”
• If needed: “When is the best time? I’ll call again tomorrow around 4 PM.”

Avoid: sounding like a “real salesperson” too early—keep the impression controlled.

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8) “Callback” phrasing hack: avoid “salesman vibe” and preserve familiarity

• Problem: “Sure, schedule a callback” can reveal you’re sales-driven.
• Suggested method: respond in normal business cadence, preserving relationship familiarity:
  • “Oh yes, that was great… I hardly have any openings today…”
  • Then: “I’ll call again in a bit… if it works out, it works out, and if not, I’ll just send him a message.”
• Implied mechanism: gatekeeper ends with familiarity/normal follow-up rather than “hidden salesperson pushing through.”

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Frameworks / playbooks explicitly or implicitly used

• Referral playbook: Satisfaction moment → incentive framing → “who benefits” win-win wording
• Closer conversation structure (from “New Ager Selling”):
  • open discovery → intensify pain/awareness → desired state → decision ask
• Gap creation method:
  • status quo clarity + desired state + consequences of not achieving the target
• Discovery talk-time control:
  • curiosity hooks (“Would you like to tell me…?”)
  • clarifying recursion (“And what else?” / “What exactly?”)
• Gatekeeper bypass tactics:
  • short relevance framing (“personal” or “relevant issue XY”)
  • controlled callback/lead-taking language to avoid suspicion

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Key metrics / KPIs / targets

• No hard KPIs or revenue targets are provided.
• One example uses customer acquisition volume as illustration:
  • “How many new customers… per month”
  • and later escalation around winning D–VI new customers (exact letters unclear due to subtitles).
• The video focuses mainly on qualitative phrasing, not measurable targets.

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Concrete actionable recommendations (checklist)

• After a successful positive customer outcome, ask for referrals using:
  • “If I paid you a bonus… would you seriously consider who else would benefit…?”
• Use curiosity-first discovery:
  • “Would you like to tell me…?” + tailored follow-up prompts.
• During closing, ask:
  • “What do you need to see or hear today to be able to make a decision?”
• For setters calling gatekeepers:
  • include “possibly get help” to reduce binding pressure.
• If prospects are vague:
  • “And what else?” then “What exactly do you mean?”
• For gatekeeper “What’s up?”:
  • answer with short vague relevance (“It’s personal” or “relevant issue XY”).
• For “on another call” moments:
  • take control with “call back in X minutes” or “tomorrow around 4 PM.”
• For callback objections:
  • avoid sounding like “I’m a salesperson” by using familiarity/limited openings framing, and let the gatekeeper perceive it as normal follow-up.

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Presenters / sources

People mentioned

• Jan Lukas (guest/partner to give feedback)
• Tobias / Tobi (used in examples)
• Lukas / Lukas (guest name in closing example)
• Benny Weiler (facial expression/tone coaching mention)
• Timo
• Mr. Meer / Mr. Meer (example persona)
• Ms. Schmidt (gatekeeper example)

Program/source referenced

• “New Ager Selling” course (specifically “perfect closer conversation”)
• Website: newagesselling.de