Supplies and Set up Needed for Day 2 Training

On Desk:Name Tags & SharpiePens Day 2 Sign In Sheet (Fill in date on top and put on a clipboard)Cutting board, Rope and Leather Station set up (petite carver, table knife and junk knife)Trainer Prospectus with all inserts (reco sheets, s.spree forms, henckels, ultimate in back till day 3)Training Folder (All Applications stapled to “Better We Know You Sheets”

On Whiteboard:Welcome Back to Day 2 TrainingPlease: Sign In and Grab a Name Tag

: Role play Pages 7-9 (alternating Pieces) Training Binder:Trainers Training ManualLeaders GuideTestimonial Letters

Side TableHomemaker SetAccessories (Fast Start prizes) Old Cutco (optional)Selling Smiles Brochure and Awards, Cutco and Vector Testimonials, Scholarship/R4C BrochuresBooks (Power of Positive Thinking, Taking Life Head On, Cutting Edge, Norman Brinker, flirting for success) Optional-Jerry Otteson, Marty Domitrovich (weekly wake up call)

DVD’s Ready: Jason Flynn

Other Material and Reminders:Prospectus’ ready to handout, 1 per pair (no Henckels, ultimate, inserts with prices inside)Fast Start Banner UpUpbeat Music On (not the radio)Set up Tables (depending on # set for Trg) & Set up Chairs (dependant on # called in for PDI)Cutting Boards for Cutting ClinicFood for Cutting ClinicOther Knives for Value Talk (Henckels, Wusthof, Wilshire)Sample Kits (1 per pair) Pennies and 2 pair of ShearsComfy Chair

Training BoxCompetitive Cutlery Ads Sample Kit Agreement Copies Fast Start Prizes Sheets

DAY TWO:Manager Tips:AccountabilityAs the reps show up for training, check their assignments with the check in sheet!

CUT ROPE WITH EACH REP AS THEY COME IN.PAIR THEM UP TO ROLEPLAY NAMES & USES (Pages 7-9)

Start Group Session:1. HAVE THEM PULL OUT THEIR KNIVES FOR THE CONTEST. 2. DO NAMES CONTEST – (comfy chair award)

a. Do a count down to who had the most names b. *If numbers aren’t what we want, don’t countdown, have them hand in there

numbers on paper and announce winner.3. TEST THEIR JUNK KNIVES AGAINST TABLE KNIVE...TEACH LEATHER

CUTTING

COMPETITIVE CUTLERY & VALUE AWARENESS::Intro:Today it’s important for you to really get involved, even more then yesterday. Today’s 1st objective is to increase your understanding and belief in the product. The idea is that when you believe in the product, do you think customers will feel that without you saying “I believe in the product”? When they can tell you believe, they will believe in Cutco also. 2nd objective is to understand the value of the product

Lets Review the Demo and then we will talk about other Brands of knives. What can you talk to the customer about before you start the demo? (kids,

house, etc.) What year did CUTCO start? How many customers do we have? How much CUTCO do we sell annually? What are two disadvantages of a wood handle? What are two disadvantages of a plastic handle? What are two disadvantages of carbon steel? What are two disadvantages of stainless steel? What is the tang of a knife? What is a disadvantage of a straight edge? What is a disadvantage of a serrated edge? What are the 5 features of CUTCO? What type of guarantee do we have? How is the guarantee different? What are the 4 points of the guarantee? Go through each homemaker piece

o What is the nick name for the paring knife? What are two uses for the paring knife?

o Do this for every piece At the end of the demo we would walk through the prices which we will cover

today Whether or nor they purchase what do we want to make sure we get from them?

Recos?After only one day of training you already know a ton about knives and have learned so much. Today is going to more interactive- we are going to cut up food,

book some of our initial practice appointments, go through the prices and different sets of CUTCO and of course I will announce the Fast Start Contest!

I want to kick off training with a Video about Competitive Cutlery. It is not only important we know about CUTCO but that we also know about other brands on the market. The video isn’t going to over everything like Ginsu knives or stuff you see on TV, but it will cover the three main categories; high quality, low quality and junk knives. I want you to take notes on this video in the back of your training manual and we will review them once the video is over.

.Video: Competitive Cutlery (Get the trainees to take notes)

ValueHaving product conviction is an essential part for success. Over the course the training you have now had an opportunity to see first hand and experience the excellent performance of the product. You have seen the confidence that the company has in the product with the Forever Guarantee. We have spent some time talking about the materials, the unique features and craftsmanship and how we’ve separated ourselves in the cutlery market. So likely your confidence and conviction has steadily increased as well. That confidence is very important when you see customers. That belief and enthusiasm you have in your product will transfer to the customer. There is also another important component of product conviction. And understanding the concepts in this section is very important to your success showing the product. In this section we will discuss the relationship between the value and price of a product. Understanding that CUTCO is not only a great product but also a great value is important. It is also important to understand that people spend money differently and have different priorities. Now this is true between men and women, different age groups, people have specific hobbies they enjoy, so what is important to understand is (and I’ll go through some examples to illustrate this) that if a person sees value in a product it becomes worth the price and they typically purchase it. Now this is especially true if they see good value in the product.

So I am going to us started by showing you how different age groups value products and prioritize spending.

As you are probably well aware our typical sales representative is of student age. Lets say basically 18-24. However, our typical customers are generally in there 30’s, 40s & 50s. They are also often married and home owners.

So I am sure you can imagine that a student values product and money very differently that our average customer.

But to illustrate this point here is an example: Lets say you are a video game company and this was a training to go out and sell Xbox or Playstation we probably wouldn’t even have this section. Now why is that? Because generally you already have an understanding of the price of those products and all of their inherent value. We could send you out and you would probably be successful selling to individuals your age or

even under 30. Even though those products aren’t cheap. Many of you probably have friends with multiple systems or a stack of games and all of the accessories. Systems by themselves are hundreds of dollars without the games and accessories.

So why would you be able to sell them pretty easily? Well, the reason is that you are already generally well aware of the value those products have and that other individuals who like those products share that common conviction. Now the difference here is the product that you are showing you generally don’t have a lot of value for. It’s not common for a student to truly get a lot of value and enjoyment out of kitchen product.

So even though you understand it is a great product and performs well, you don’t have much value for it. However, this is why we don’t show the product to others that don’t have much value for it either. Again, our best customer is a couple, over 30 with a family. Do you see how they probably have a different set of priorities and therefore will spend money differently? Often it might even be the same amount of money or even more but the products are very different. You saw that some other cutlery sets sold locally in stores cost well over $1000. Now this might have surprised you. I know that when I started I was surprised. But again, just using this as a general example, do you have any friends that have a Playstation, Xbox and a Wii? A stack of games, multiple controllers so all their friends can play? They have accessories, online monthly memberships, etc. etc.? Again, were talking about a cost of well over $1000 but it is also way more fun to you. Or in essence a much higher value than knives

So who do you see typically shopping at these types of stores? Williams and Sonoma Crate & Barrel The Bay Costco Home Shows Home Depot

Typically its couples in their 30’s, 40’s and 50’s shopping for things for their homes. Now if you have ever walked through these stores you probably understand that many things for the home aren’t cheap. But a couple with a home and family has different set of priorities. Now in just a moment we will take a look at some products that our target customer spends money on and their cost.

But for now, lets get back to you and see some things that you might have some value for. If you by chance enjoy any of these products or hobbies its quite possible you have invested hundreds and maybe even thousands of dollars into them. Its also very likely that what you spent your money on someone else might find hard to believe. It doesn’t mean that it was a waste of money it just means that you had a high value for something and wanted to spend your money on it. It might be a waste of money if they spent that money on it. Now why is that? It’s because they don’t have the value for it that you did. So lets take a general look of some things that a student aged individual might find value for and think about how much you could spend on these items if you wanted to.

So what are some products or hobbies that you like to spend money on?

Now that we have seen how people spend money differently what was the common factor in their choices to purchase those items? Value. You see that no matter what the product was or how much it cost if the person valued the product enough, price

wasn’t an issue. So lets get back to our target customer and see what they find value for.

Lets take a look at some common products and items in our typical customers homes. Lets take a look at BBQ’s for example. A typical BBQ can be in the hundreds of dollars or you may even know someone with a large stainless steel BBQ or one even built into a stone patio behind the home that would cost in the many thousands of dollars.

Let’s take a look at tables or dining room tables. Again, it would be typical for a dining room table to be $500 all the way up to over $1000. What I didn’t know what that that didn’t actually include the chairs which could cost $100-$200 a piece and more. And how many families have 6-8 chairs around a dining room table.

Lets take a look at TV’s. Again, that could range from several hundred to several thousand and think about how many TV’s people have in their home.

How about appliances for the home? Think about kitchen appliances for example like a refrigerator, stove and washing machine. If any of them broke today, a typical family would likely replace them today or soon after. And those appliances are well into the hundreds and even thousands of dollars. Now it wouldn’t be fun to replace a refrigerator that broke and maybe they would take advantage of a stores monthly payment option But most families would replace it relatively quickly.

Even small appliances can be expensive. Next time you may be in a Williams & Sonoma or Crate & Barrel look at blenders for example. A simple blender is well over $100. A kitchen aid mixer to make cakes and batters is well over $200. And many people own those items and only use them occasionally or for special holidays.

How about beds and mattresses? Mattresses can range from hundreds of dollars for a twin to well over $1000 for Queens and Kings to several thousand for specialty or pillow top mattresses. And think about how many mattresses has in their home.

Let’s take a took at couches and furniture. I think you’re getting the picture that a typically couch can be around $500 to a leather sectional for many thousand.

How about home renovations? Kitchen and bathroom renovations can range from some simple upgrades for thousands of dollars.

There are many examples we can use to illustrate these points. That point being again if people see value in a product it will be worth the price. And secondly, our typical customer has a much higher value, priority and subsequent budget for these types of products.So now lets take a look at what factors build value in a product to make it worth the price. Now there are many things we could add to this list even though most people when decided to buy something don’t go through this extensive of criteria list. Typically it is often as simple as do I want it, will I use it and can I afford it. But for the sake of this example lets develop a large list. If you saw a product and it satisfied all of this criteria or in essence it had a lot of value would you purchase it?

So for example if the product line was affordable, if it lasted a long time and was durable, would a customer use it, do they obviously want it, does it look nice, do their friends like it and is it good quality and made from good materials, does it have a great guarantee, will the customer get service after they purchase it, does it have a good

brand name and reputation, how about does it perform well, and do they like the salesperson who is showing it. Obviously if a product line meets all of these criteria it is going to be a great value and in essence it will also be worth the price. If that is the case then it is highly likely that someone is going to purchase it. Now see if you can think of any products that satisfy all of those criteria.

So how many other items do you use everyday that satisfy all of those needs?

Now at this point in time lets see if CUTCO does a good job satisfying all of them.

Do Friends like it? We get a lot of great recommendations so obviously friends like it as well.

Company- we have been around since 1949 so it’s a well established company Brand name- and CUTCO in the marketplace is a well established brand Need it- customers need it, obviously Its Safe- and as far as safety goes you have heard that a sharp knife is a safer

knife and also with the wedge lock handle it is much easier to hold onto The product line looks good As you know we use very quality materials CUTCO performs well With a product line like this it will also save time in the kitchen Phenomenal guarantee while backing the product line forever For that reason CUTCO will last a long time As far as maintenance costs, there isn’t any maintenance besides putting them

in the dishwasher and they are also dishwasher safe Obviously customers will use it And as far as affordability, we haven’t talked specifically about price yet, but we

will talk about price in just a few minutes

Looking at the list, I think CUTCO did a pretty good job satisfying all of that criteria.

Now lets take a look at this in a simple way. Basically if Value < Price there is no sale. If Value = Price there is a possibility. But if Value is > Price you have a sale.

So lets take a look at the CUTCO scenario. On one side you have PRICE. The presentation now naturally builds value in the product line so that at the end of the presentation what does the customer see? The customer sees a lot of value.

Now we haven’t covered all of the prices yet, but you probably remember that an average order is around $250. On a two-way investment option that is $125 and on a three-way a customer would pay about $83/month for CUTCO.

Looking at a typical customer and what products they see value in would $83 be affordable? Likely it would. If you like about, while you don’t have a high value for knives you probably could afford CUTCO at $83/month if you wanted to. That’s about $20/week. And if you think about how much a student spends going out for a bite to eat or a movie you could definitely afford it if you wanted to.

Lets do one final example of value being more important than price. And specifically even if the initial price is high, the cost of that item and the cost being how much it is to own over an extended period of time is low, then it is an even greater value.

For example, a car has a price for lets say $20,000. But there are additional costs to own it. Maintenance, tires, oil changes, brakes, insurance, even gas.

And lets talk about that for a minute. Lets say you were to go fill up your car. How much does it cost to fill up with a normal tank of gas? Lets just say $50. Well what if you went to the attendant and when you went to pay for it they said that tank of gas is $3000. You would probably say to yourself, there is no way I could afford a tank of gas for $3000. However, what if that attendant said for the $3000 tank of gas it came is a guarantee where it included free gas at any station for life and it made your car run more efficiently, smoothly, and cleaner. It gave you better performance and if you ever bought a new car you could take that tank of gas and transport it into your new car as well. Obviously at that point in time that would be a great deal and well worth it.

Why is that? Well lets take a look at a tank of gas. If you just filled up once a week over 52 weeks you will spent $2600 on gas. Now if you even drove for 10 more years that’s over $26000 you’ll have spent on buying gas.

So would it be a good deal? Absolutely because even though the price is higher than a single tank of gas (in fact it is much higher) the cost is much lower because you’ll never have to buy another tank of gas again. Over the long run you’ll save many thousands of dollars.

So as you can see for customers Value is much more important than Price. The product line and the presentation naturally builds value in the product so that by the end of the presentation there is a really good chance of making a sale.

The most important thing to learn from this section is the true value of Cutco and how by doing a demo you are covering this with customers. The demo outline works well, 200+ million in sales last year.

Take a 5-10minute Break

Closing:

Let’s talk about what goes through a customers mind as they are deciding what option to buy.

For example, when buying a car many people are attracted to the biggest or best first and then from there work into what they can get.

Take for example a BMW. They come in three major classes - 7 series, 5 series, and 3 series. If a person walks into the dealership and asks to see a BMW, which one do you think the salesperson will naturally show them? 7 Series.

A fully loaded one or a base model? Fully loaded. Do some people get the fully loaded model? Yes.

What happens if the customer wants to get the price lower or can’t afford it, do they go buy a Honda? No. They take out some options. They get a base model 7 series.

What car does the salesperson show them if they think the 7 series is too big? 5 series. Fully loaded or base? Fully loaded. Then the base model.

What if the customer says, “Hey, this is my first new car, I’m just getting started.” The salesperson will show him the fully loaded 3 series then the base model 3 series.

This process is called dropping down. This is how it looks (on board): (Only write in BMW info on the staircase, cutco sets are after)

Manager Note: Turn to pages 10 and 11 in the blue book to show sets

Homemakers+8 BMW 7 series Galley Sets

BMW 5 series Starters (7)

BMW 3 series Customize

Used 3 series Pieces

Key Chain

Because of this – what set should we show them first?

We start at the top with our Homemaker sets.We have two. (Fully loaded vs. base model) They are the most popular and they come with all the options. Some people buy the Homemakers (which is like a 7 series, the biggest and the best.)Some people get the Galley, which has most of the options (Like 5 series) Some people get a starter set, we have seven and we show those together and let them choose which one they like the most (3 series).Some people customize their own set (like the used 3 series)Some people get a few pieces or just one, and that is like getting the tire and buying

the car later. (key chain-cause they can’t just buy one tire)

We don’t want to prejudge the customers:Who here knows somebody who has a lot of $ but you couldn’t tell by the way they look, house the live in or car they drive?

Never prejudge your customers.

If you go into an appointment thinking the people won’t buy, they won’t. Besides with the option to buy large or small most anyone can get something.

The goal is to help the customer get what they want not what we want or what we think they want.

Football analogy:TOUCHDOWN = HOMEMAKER If you are in a football game and you catch the ball what is your objective (write under 7 series-touchdown)

No football player catches the ball runs to the 10 yard down then lays down. They are focused on touchdowns

No rep on our team would go into a demo with a goal of anything less than scoring a touchdown

Can other things happen in football? Now what do you think a sack (fall down in routine) is equal to? No sale.

You would never see a great quarter back like Peyton Manning come off the field and say “Wow, that was the best play ever. I totally got sacked.”

(or pairs in figure skating, high 5 each other and say that routine was awesome, if they fell twice in the routine)

And of course you won’t see a rep come in and say, “I did an awesome demo, they loved it. They didn’t buy anything, but it went great.”

Their focus is to improve and get a better result. That’s the same focus our reps have.

Do the best quarterback get sacked? YesDo the best reps have no sales? Sure. Is that ok? Of course. Like the quarterback they (figure skater), they get right back up and move on to the next appointment.

The person who has the most sales will usually have the most no sales in the office. That makes sense, right? Why? Because they worked the hardest. Remember we said it’s a numbers game. The person who shows the most sells the most. (example in office).

What is the goal of every presentation? Touchdown! Sell something! But now if you had a lot of first downs in a game, do you think you would

win a lot of games?

PRICE RANGE:Now a customer could spend $3,500 on Cutco, they can also spend $35. The majority of your sales (80%) are going to come between $35, and $400. That means 20% will buy more. Goal is to keep showing options until the customer sees what is best for them.

Now what is the average order? $250. Now a customer could pay in full for or they could use a 2, and 3 pay plan.

How much is an average order of $250 if they broke it up over 3 payments? $83

Has anyone ever spent $83 on a textbook? Yes. How about concert tickets? Yes. Shoes? Yes A cell phone bill? Yes. A lot of college students, who might not even have jobs, are used to spending

$83

Do you see now how a customer over 30 years old, a lot of times with 2 incomes, can afford $83? Yes.

7 steps to scoring touchdowns Demo walkthrough Questions

Step 1 (BUILD RAPPORT) Pulling it all together for you in the beginning of the demo what do you do when

you get there? Who are your first customers going to be over the weekend? Then what do you do? Share with them the scholarship? Goals?

Step 2 what do we do? (ESTABLISH CREDIBILITY) How many customers? How much do we sell annually? Where are they made?

Step 3 what do we do? (CREATE A PROBLEM) Whats wrong with wood/plastic handles, Carbon/stainless steel, serrated edges? New and better

Step 4 what do we do? (BUILD VALUE FOR THE SOLUTION) What do we cut in this section?

Step 5 what do we do? (CREATE A NEED FOR THE TOUCHDOWN) Quiz on each piece, blocks/trays, ktools, shears, basic, complete

Step 6 what do we do? (COMPARE PRICES) Do close as you just talk to them not like your role playing (they listen) After telling them the prices. Who here thought the homemaker would cost more ?! (Manager must raise hand

first so they follow) That is exactly what goes through a customers mind as well, it gives them the

right perspective right away. If they don’t get a homemaker is that ok ? Yes we have many other options for them to choose from.

Cutco is less then Henckels !! Do you see why so many people sell over $2k and 3k in their first 10 days ?! Some people sell 10, 15 and even 30k in just their first 10 days of work.

Why does Cutco not cost $3,000? Sell Direct

What we just did is something that a lot of stores do.You go to a store and you see an item that is on sale. Ex. regular $99.99 (slash through it), new price $29.99. Does it make it easier to buy something when you see how much you’re saving? That’s exactly what we do. We want to let them know “here’s how much it WOULD be if it were sold in stores”. But then we’re kind of drawing that line through it and saying “BUT it’s only $1295”. Does that make sense?

Important to Build up Henckels. As much as you might not want to since it’s our competitor, we want the customers to know that it’s a great set and a great value. That builds even MORE value for Cutco, and then we show them that Cutco is better and cheaper too.

Quoting Prices. How much is the Henckels set? It is Sixteen hundred and thirty nine dollars or one thousand six hundred and thirty nine dollars it is not 1639. If I say 1639 and 1295 they both sound similar in price. There is a $350 dollar difference in prices so it makes sense that the Henckels price sounds bigger as well. So say their prices with hundreds and dollars, say ours as only 1295. Make Sense?

Investment OptionsSo now when you are telling a customer a lot of numbers, do you think they will remember all of them? No. And if you do tell a customer a lot of numbers, do you think they will get confused? Yes. What does a confused customer always say? NO. Exactly, they take the easy way out, its human nature. So we want to make things as clear as possible by writing investment options. So on all your demos, you must have

spare paper or if you are doing virtuals, you get your customer to write them out themselves.(Show how to write investment options)

When I was in training I was fired up about the price of the basic set. At the same time I was a college student who if I had a $1,000 would have cashed it in and rolled around in it. I didn’t understand what families spent on things for their home. As a college student you have a very skewed concept of money. That was until I was introduced to something called the multiplier effect. For every dollar a student can spend, a family can spend 10 times as much.

Student Family $10 $100$100 $1k $1k $10k $6k $60k

A Homemaker is only $274/month or $69 a week Remember you guys told me you have friends who spend $69 a week partying and hanging out Some of you could afford a homemaker, but now that’s who you want to be in front of with a demo Its practical, affordable and fun to use If some one doesn’t buy a complete or a basic is that Okay? Sure (Show current orders for sets from people on your team)It doesn’t matter where people live, people BUY Cutco. That’s the point I’m trying to make. There is also a wide range of orders from pieces to Starter Sets to Homemakers, from $35 to $1,200 and well beyond that! So show the products, follow the manual and good things will happen.

(Have them open manual and Walk Through and fill in the blanks of pages 11 and 12)

Manager note:When going through pages 11 and 12, make sure to add Wusthof (instead of Henckels) for the price comparison. Price of Wusthof is 1999.

Expect that you will sell a lot of sets

Page 11 You want to memorize, makes a big difference, required by tomorrow? no, but if

you want to be a high flyer then yes. If I told you that I would give you a $1,000 if you memorized it by tomorrow would

you? Well I will make you more than that if you do. That’s the difference between 5k fast starters and 10k fast starters Say the same the thing but with more confidence, so instead of having a

$250 average order they have a $500 average.

Step 7 what do we do? (AFTO) Two ways to ask for the order?! Confident or Nervous Which one is more effective? Confident (comes from memorizing it)

On Page 9, see where it says: Be completely quiet and wait for answer.You just asked them a question, don’t follow that up with talking more (that’s high-pressure). Sometimes it’s silent for even a few minutes, but let them respond first.

What are they doing while it’s silent? Thinking, asking themselves the questions that

we asked earlier (Do I want it, will I like it, can I afford it, will it match my kitchen, etc.).

If they’re not interested, they’ll let you know. They might say that it’s a little too much, then you would just show them some of the investment options.

Dropping Down If you show them the investment options and they still can’t get it, that’s ok too.

Flip to p.10 in your manual – GALLEY SETSRead through manual, circle “EXPLAIN PIECES”, and have them write in the manual how “it has everything in the homemaker set except the butcher knife, master carving set, and it has 6 table knives instead of 8”

Isn’t it great that even though they’re not getting our biggest/best set that we still give them the Kitchen Tools or Super Shears for free?

Do you think customers appreciate that?Let’s say it was still a little too much for them. We still have investment options on these sets as well.

Investment options(Show how to write out investment options for the Galley on the board)

So another reason why we want to write investment options out on paper is that sometimes a customer upsells themselves. If we take a look at the homemaker +8, its 274 a month. The Galley +6 is only 200 a month. Is 74 dollars a month a lot of money for a family especially if they have 2 incomes going into the household? NO. So some people might take a look at this and say o for an extra 74 dollars a month, I can get 5 extra pieces, I will just get the HM+8 instead. It doesn't happen all the time, but it does happen. So they upsell themselves and all you did was write options down on paper.

If they can’t get the Galley, I’m going to be just as enthusiastic as I show them the Starter Sets

Flip to p.11 in your manual – STARTER SETSShow all starter sets in blue book, p.3-6 book 2, ask “Which starter set do you like best?”Explain what comes in that set and quote the appropriate price. (not all prices)If you get that set today, I can still let you have the SUPER SHEARS for free. How cool is that?Ask for the order: “Would you like to go ahead and get that one?”Stick to the manual!! Always ask for the order!

Fill out prices for each starter set in training manuals If they still think it’s a little too much: “The investment options I mentioned before work great on these sets as well.”

Fill out the investment plans 5 pay CC $

Why is it better for the customer to get sets Better value (set discounts)Right tool for the right job Free stuffSo lets work hard to make sure they get a set

Keys to selling sets:• Say “SETS” a lot – people will think in sets (Every time you see the word

CUTCO, say sets after it. Give examples.)• Enthusiastic about every knife (don’t play favorites)• Promote the Blocks & Trays• Payment plans – clear and slow

People can afford Cutco – maybe not everything but at least something• Piece orders are still very positive too!

Flip to p.12 in your manual – INDIVIDUAL PIECESRead through manual and change wording a little bit to: “If you get 5, I can give you one of the five and a tray for free.”

If they still can’t get it, they can get the THREE PIECE SPECIAL“If you get 3 pieces, you can give you a 4th piece for free!.”

If they can’t get that: “Would you like to get just the TRIMMER today?”Why a trimmer? DD Edge, use it every single day, and they’ll want to get more later.Give example. (Morgan Waldo)

Manager Notes:Start Role-Play (pages 8-9) (Walk around the room when they role play, don’t leave the room) Role Play. Two times each Start on pg 10 and sell a homemaker paid in full Then their role play partner does the same thing.The second time say no to paid in full, then yes to it on the 5 pay

After the role play:How many of you are excited about making higher percentages on incentive? How much would you make on this homemaker this weekend? $119.35,

THAT’S A LOT more than the base pay. The key to all of this is to follow the MANUAL and cover all the customers options. When you are following the manual you are doing it right, you build the right kind of value to help the customers get what they want, whether it’s a piece or a set.

****CUTTING CLINIC (food station & rope/leather/pennies)****Set up section for straight edges,peelers/chef knife/paring knives, section for DD edges (trimmer, slicer, pcarver, spatula), All AM’s are in the roomMusic loudGetting to know our people

5-10minute break

So lets talk about setting up your first weekend...Training Appointments*So lets talk about setting up your first weekend... I am going to play a video that will teach you one of the most important things

that you must understand to do well at this position, and the better you understand it, the better you will do! So turn to page 21 to add in some notes.

Teach or Play Video.

Here it is: If you sell golf clubs, who should you show? (golfers) What does this mean? You want to show people that would have a use and interest in what you’re showing. Over the past 60+ years we have figured out who our best customers are. What we want to do now is to see what kind of customers we have on our lists so pull out your names list. (page 22) We are going to qualify your list and want you to make sure you give everyone the benefit of

the doubt. On the top of your names list write: 1. “M” = everyone who is married 2. “A” = everyone who is 30 yrs or older 3. “C” = everyone owns a home-Casa (Spanish for house/home) Why Married? Why 30 -65? Why Homeowner? A+ = MAC B =2 C =1 F = no marks (Music on) go ahead and identify people on your list, (A+, B, C or F) after done identifying. (Exceptions: Brother is 29, lawyer, condo. Good customer? Yes. Friend, 22, basement, no job - good customer? No.) Who do you think we want to see first? All 3 marks Then the B customers when you have more experience on the demo. Then A and B’s Referrals Don’t show your C or F customers unless you talk with me first Why it is important to start with the best customers first? (MAC) 1. You will be referred to more MACs. 2. It is more likely that they’ll buy something (good for Fast Start contest I’ll tell you about it later). 3. It builds confidence. MAC’s are more interested in Cutco and use it more as opposed to a young single guy who doesn’t cook.

What we are going to do is take a quick imaginary trip to Las Vegas. I’m going to give you each $1,000 and what you have to do is place a bet on the person you think is most likely to get something. It’s a big guess, that’s why we aren’t betting real money. Go ahead and circle the person you would bet on. Now your first sale is the toughest to get out of the way. So no matter what, make sure your first demo is a guaranteed sale. Someone that no matter what, even if you cut them, is definitely buying. Do you know who that person is already? It should be the person you circled…so great, show them first no matter what!-If you have a no sale on your first demo, you could still be great in this job, but it will take a lot of mental strength to push through that.-what will happen when you make a sale on your first one? Self confidence. You’ll be on fire.-I want you to be able to push yourself and motivate yourself and this is the key.-Set yourself up for success!• I will give you 4 more chips to place bets on, so go ahead and put 4 stars on the list

-This weekend, no matter how many demos you do, the assignment is to show your BEST 5.-If you show your best 5, you give yourself a very good chance of hitting your first promotion this weekend.-Even if you don’t feel like you have a ton of incredible contacts, you’ll at least sell on a few of them and give yourself a confidence boost. Also, birds of a feather what? (Flock together). Your best 5 will recommend you to their best 5, and you’re headed in the right direction.-if you have some MONEY customers and you show your best 5, you’ll definitely hit your first promotion and maybe even your second. Think about hitting 20% this weekend!-Raise your hand if you can make a commitment to showing all 5 of your BEST this weekend?

Two rules for your first weekend: 1. Never prejudge a MAC Customer. -Do MAC’s usually have children? Do you think they cook A LOT? Doesn’t matter what job they have or how much they make. If they’re a MAC, they’re a good prospect

2. Show your best MAC customers first! This weekend, we show only MAC customers. You probably have some good customers on your lists who aren’t MACs. But here’s the thing – if you show them this weekend, it will be a no sale. You haven’t done enough demos yet. You don’t have the experience. If you show them next weekend after doing 10-20 demos, you’ll have the confidence and the experience to sell them a set!-I don’t want you to waste the opportunity for a sale. If you show them this weekend, they won’t buy. If you show them next week, you’ll sell. So if they aren’t a MAC, wait!!!

Grab a clean sheet of paper or a blank page in your notes section in the back (make a sheet in the trg manual that says TOP 25 or 50)? • If I were to tell you I would give you $500 just for hanging out with 25 people you know for about an hour, what would you say? • To help you get off to a great start this weekend I am going to help you out with an exercise. • What we are going to do is make a top 25 MAC list. I want you to go through your list and begin moving the top MAC’s onto this separate sheet. • Who are the top MAC’s again? A, then B’s • Put both Mr and Mrs Jones’s names on the list. 25 demos = 15 sales X 250 = 3750 ($512.50) in income. Can you see the importance of this sheet? It’s like a $500 bill. How would it feel to make sales on your first couple demos?

(Basketball Analogy)-draw the court on the white board • If you teach someone how to play basketball, do you shoot from half court or lay up? • Likelihood is much greater that your student will make the lay up. • Why? Because it’s easier. LAY UP = MAC (A+), FREE THROW/KEY = B, 3 POINT SHOT = C, HALF CRT SHOT = F (PRACTICALLY IMPOSSIBLE SHOT IF YOU’VE NEVER PLAYED BASKETBALL BEFORE). We only want you shooting lay-ups your first few days.

Schedule:How important do you think your first 2 days are? The most important!Why?1) Get off to a great start.2) Make money.3) All the information from training is fresh in your mind.4) Repetition is the key to learning.5) Create the right habits.

The first weekend should be seriously devoted to Vector. Let’s say you worked at the Mall, depending on how hard you work your first weekend you would get up to a $10 raise. How hard would you guys work these next two days? What would you tell your friends and family? I know some of you have plans, but for those who do want to go big I would definitely prep your friends and family. Who would like to make at least $100 this weekend?

• To do this on incentives it takes $1,000 in sales.• What would this also get you? Your first promotion.• What would it take to make this happen?• 6 MAC demos this weekend• Follow what you teach you will earn at least $100 

Who wants to make $200 this weekend? To do this it takes $1700 in sales, how that can happen is…

• 10 MAC demos and you memorize pages 10 & 11             o Is it required by tomorrow? NO? only if you’re a high flyer

• If you don’t memorize pages 11 & 12, it’s not likely going to happen Who wants to make $400 this weekend?To do this is takes $3,000 in sales, how can that happen?

• 15 MAC demos and you memorize pages 11,12• If you don’t memorize pages 11,12 it’s not likely going to happen

I’m going to walk you through the schedule to see how many we could do if we wanted to.• You also know that the more you show Cutco, the more practice you’ll get.• Advanced Training will become more valuable the more experience you have.• You will also make more sales and make more money the more demos you have.After the fast start we sit down with you and work out a consistent schedule that works for you.

Manager note:Turn to Page 25Get reps to fill in the days of the week. Block off Day 3 training and AT#1. Have them Start potential demos every two hours (just for their first weekend). Have them put TWO starts for the demos after AT#1. You want them to book demos for after they learn the Secret Weapon             

• Now let’s turn to your schedule which is in the back of your training manual.• Let’s just look at the first weekend of work only.• Go ahead and block off tomorrow’s training from _____ to _____. I also want you to

block off _____day from _____ to _____. That is your first advanced training meeting. That meeting is awesome. The things you will learn are great. I always get people who say they learned as much in two hours of Advanced Training as they did in all three days of Initial Training

Let’s do a hypothetical schedule.

• Put an “A” every two hours, starting right after training tomorrow through Monday night.(5, 7pm etc-put on board/keynote)

• Now what I want you to do is block off anything in your schedule that you cannot reschedule, like church or school, if you can rebook it you should because the fast start contest I am going to tell you about is awesome. If you can get more time to work it will help your fast start contest. I see some of you aren’t putting anything down and that’s exciting.

 So, let’s see, if you went all out, how many demos you could do if you wanted to.  Any personal issues, we can discuss them at the end of trg today Count up how many spots you have in your first three days. As soon as your done put that number at the top and yell it out for me. Mgr note: Go around the room and highlight the number of demos people can do. 

Now let’s talk about how to contact these people.We don’t just call up and say, “Can I come over and show you Cutco?” Although, sometimes it’s that easy that isn’t the approach that we want to use

Phone Tips: (Review tips in manual page 20)

Phone Approach (P. 26): (put smiley face at the top)

Manager Note:BUILD IT UP: This is very simple and works great, just follow it and you’ll set up lot’s of demosThis is the 3rd part you need to memorize and follow by the manual.Walk through approach and fill in blanksWhy we say each sentence--how it’s conversational and covers what’s important.

Blanks (Customer Name, Rep Name, 10, Monday, Day, Time, Time, Name, Day, Time)(talk about the 10 demos set by Monday-have option avail for more or less)

Manager Note: Roleplaying the Phone Approach

1) Manager picks most outgoing rep to be aunt or uncle. Role-play approach in front of entire group. Point out benefits of approach. Did it sound like I was reading it? NO!

Did it sound conversational? YES. Partners role-play approach. No objections, 2 x each (Build Confidence as you walk around) *Have reps stand up to roleplay, sit down when done, attach emotion to roleplay*

2) Manager now picks another outgoing trainee and instructs trainee to ask, What’s the product, and they have never heard about it. Manager handles. Same trainee does it for the manager now (they call the manager).*Compliment the trainee. Point out the benefits of following the approach. Did it sound like she was reading it? NO Manager compliments trainee and points out benefits of the product answer. Partners role-play approach, product objection, 2x each, 1x with partner saying they have heard of Cutco and 1x where they haven’t. (Build Confidence as you walk around)

3) Manager instructs trainee to say he/she is busy at those times. Manager handles. Rep now does it for manager. See how the choice of times helped me to decide when was best? Partners role-play approach, product objection, 2x each, 1x with partner saying “I’m busy” or “That time doesn’t work”

4) Manager picks a third rep that will be a customer that a they ask how long will the demo take. Teach how to handle this. Rep now does it for manager. Partners role-play 1 x each with all 3 Objections/Questions in the same phone call

5-10minutes

SAMPLES:Some of you have been asking if the Fisherman’s Solution is in your samples…it is NOT by the way. But I will show you a way you can WIN the Fishermen’s Solution in your Fast Start in just a few moments. Before I show you what you DO get in your samples, Jason Flynn has a few words regarding our Sample Program.” {Play DVD-Samples}.

I always get the question about what we get in our sample kit - so here it is: (Open Brand New Kit for Reps. As you open kit, do Names & Uses on pieces. Pass each piece around (smaller groups only - 12 or less). Put kit together as pieces are returned to you.)With Construction what do you have to get? Waiter/waitress? The Gap? Nurse?Any real position there’s something to get. I like the sample kit because it’s something useful. Fun to have and it’s 100% refundable any time.

Manager Note:Pass out Sample Form and read through it.

So, there are 4 basic ways to get your kit. (On slide)1. Cash: Easiest for me, cash doesn’t bounce. You can stop by ATM tonight or tomorrow morning. I don’t have a cash register so please bring exact or very close to it.

2. Check: Made out to Vector Marketing Corporation. Parents’ check is okay. You can post-date it until Tuesday if you need to.

3. Credit Card: This is the most popular way by far. Who has a credit card? You know how it works. You can put your kit on your credit card and the bill doesn’t come for 3-4 weeks. In that time, you are working and making a lot of cash. All you need are the #’s and expiration date, so if you need to call Aunt Julie, who lives in Saskatoon, she doesn’t need to overnight you the card. If you are going to borrow someone else’s card, just make sure you ask permission.

4. Loan: This is one example of how to get the kit. I’m going to change the names to protect the innocent.

If you need to borrow the money, you work a deal like this: Tell someone, if they let you put it on their credit card and you don’t pay them back in full by the time you get the bill in the mail, you will either give them your kit - it’s worth over $400 and you can give half to your mom now and half at Christmas (it will be the best gift she ever received) OR you will return the kit.

With the money you should make on your first weekend, you will have enough to pay them back in full.

Once a guy borrowed $25 from four different people to come up with the money. We even have some reps put $50 on a credit card, $50 cheque and borrow the other $3.95 from a friend. As long as it adds up you’re okay. (Courtney Sparks)

If you want to get your kit tonight, I will let you as long as you promise not to try to do any demos tonight. I’m going to meet with everyone individually later today so if you have any questions go ahead and ask me then.

FAST START:Okay, put everything away.... I am now going to tell you about the Fast Start!The company wants you to start fast and so what they have done is design a contest that most people think is crazy.

Do you think it will help you to get more orders if you had more Cutco to show in your sample kit? (Of course). One thing reps always tell me is they wish they would have done more appointments in their first weekend because of the fast start contest.The more Cutco you have in your kit the more you are going to sell.

Explain contest. Show pieces. Hand out their fast start sheets (explain check in). Show some past fast start sheets.

Day 2 Phone Jam and (Day 2 PC During Phone Jam)(start tracking results with names from 1st wkd so you can use real examples)

Sometimes we have great phone time and sometimes we have bad phone time. This afternoon is your first chance… we never know how it’s going to go. All you can do is work hard and do your part, and whatever happens, happens.

If you’re the one who had terrible luck, come in tomorrow, give everyone else a high five and say “I’m the one who took one for the team” and they’ll all say “thank you!” But you’ll be fine too, because I’m going to give everyone time tomorrow to call anyone who doesn’t answer this afternoon and tonight.

For your first couple of calls you might be nervous. (Normal) Don’t worry about it, they can’t tell anyway. 99% of the people you know will say “yes”. Probably won’t get a “No” but if you did, who cares If your friend answers the phone when you are calling their parents, make

sure you don’t get into to much detail, you just ask to speak to the mom because you need her opinion on something you are doing for your new job. (elaborate why)

People that you haven’t seen in a while, you will feel weird calling them because you haven’t seen them. They will be excited you called because they will want to see you and catch up.

You might not be able to get a hold of everyone you want; just keep making more calls, you can call those people back later tonight.

Everybody Get 3 demos!“I want to give you the opportunity to get your first few demos lined up. In 30 minutes, you should be able to get your first 3 at least. But I know a lot of you will be able to get more. Quality vs Quantity: Get as many as you can, but don’t rush your conversations just for the sake of getting a lot lined up. Have good conversations and confirm demo times.

During the phone jam, I’m going to meet with each of you for a minute or two in order to review your goals.

10 / 80 / 10: Expectations for Day 2 Phone Jam Results10% (or some) of you will have terrible luck in the next 30 minutes. It will be awful phone time. It will be like peoples caller ID’s say “DON’T PICK UP” and you’ll only get 1 or 2 lined up. No big deal, you’ll just have to kick butt tonight when you get home. They are all probably still at work or at dinner

80% (or most) of you will have decent luck.You’ll get 3 or 4 lined up and you’ll be right on track. You’ll be able to get another 3-4 lined up tonight and you’ll have a good weekend in the works.

10% (or some )of you will have INCREDIBLE luck. You’ll get 5-8 lined up before we leave. You’ll be able to double that tonight and you’ll be completely booked for the weekend.

Let’s kick some butt and get demos lined up!” If you need a phone, we have extra. If you are tapped out of people to call, role-play pages 8 & 9 + Drop down

Day 2 Phoning Assignment 6-7 MACs = First promotion on average. Shoot for first promo! When you have _6_ MACs set up by the time you come in tomorrow morning,

you get a $500 head start on your fast start contest.

Manager Note:DAY 2 PC ( During phone jam on Day 2) BMs: Inviting the top rep or couple of reps / AMIT’S from previous week’s training group to help out.*During the phone jam: Reps are phoning everywhere. Assign assistant managers to different areas to PC certain groups*

- How’d you like training today?- Are you excited to get started?- A little nervous?- How many demos do you want this weekend? - How many people on your list? - How many of those are MACs? How many #s do you have?- Coach on appropriate goals if their goal is too big or seems too low- Who are your top 6 customers on your list? Tell me about them- Dream Talk: How awesome would it be to get those 6 lined up this weekend? (paint the picture)- Can I count on you to lead the team?- How much time do you have tonight to make calls?- Is your night pretty open?- Check their schedule to ensure AT#1 is there on Monday.- How are you going to get your sample kit? Cash, check or Credit Card.+Alright, kick butt on the phone!

Assignments for Day 2Turn to page 341) Set Up Appointments for the WeekendRemember the maximized schedule we made? How many appts. could we schedule if

we wanted to?The more you do by AT-1, the more you will get out of what we are going to

teach you. People always say why didn’t you teach me that before. But, it will have so much value after you do some appointments.

Important to tell family that it won’t always be like this but because it is your Fast Start that involves a contest your in, you’ll be working harder.

(write on board)If you do 18 appts = 11 sales X $250 = 2,750 (almost your 2nd promo)If you do 15 appts = 9 sales X $250 = 2,250 (over half way to 2nd promo)If you do 10 appts = 6 sales X $250 = 1,500 (over your first promo)

So by going home and making more calls to book more appts there is some more incentive, besides it will help you out with your Fast Start and Income on your first weekend. Everyone that has 6 MAC appts set up by tomorrow morning before we start Training, get’s 500 CPO towards your FAST START! So you automatically win the spatula Spreader. So it doesn’t count towards your promotions or incentive pay but it does for your product levels in the FAST START. • With at least 6 appts, on average will generate 4 sales X $250 = $1,000 your first promotion. Plus it would make Advanced Training much more valuable.

Any number you ever want to find is on 411.com, in case you don’t have some.

Set up at least 6 MAC appointments for the next 2 days (gets you the 500 CPO for Fast Start) but shoot for over 10

Remember Only set appointments with “A” customers. (MAC) You can do 3 on Sat at these times... and 3 on Sun..However it works out make sure you write them into your schedule and show

me tomorrow.If you think you would have trouble getting at least 6 let me know when we

meet. Contest for 10+ appts –it will be announced tomorrowSome people will work harder in their first week with us then they ever do again

because of the fast start contest.

2) Learn pages 8 and 9. (Closing) Is it required? No? if you want to be a high flyer…..yes

3) Sample kit money or if borrowing check or CC#

4) Cell Phone

5) Calculator

6) SIN#/Direct Deposit Form (if you haven’t yet)

7) Laptop or Ipad

There are 52 weekends in a year Even if you never worked another weekend I want you to work hard your first

weekend to get off to a Fast start. And that begins tonight with setting your appointments. You only have one fast start

so plan on working hard this weekend.

Great job today

Tomorrow is really simple. I’m going to review the entire presentation, talk about income goals, and teach

you how to get recommendations which is really easy. Then I’m going to wrap up training and you will know everything you need to be

successful with us. You will feel ready by then end of tomorrow.