ADVANCED TRAINING #1Leaders Guide

CANROCK DIVISION- SUMMER 2013

OBJECTIVES: 1) Create a higher level of comfort, confidence, and expectations for success 2) Reinforce the basics - Simple training 3) Recognize people for their results (Evidence that the program works) 4) Create more customers/ appts ( intermediate/ “sort of know” phone app/ new attack list )5) Maintain accountability factor by checking up on and recreating new assignments4) Excite reps for the next few days ( secret weapon/ review schedule next 3-5 days )Prep/Set Up-Have all Fast Start Prizes out on display and Fast Start Banner-Create and maintain a positive, upbeat atmosphere. -Music on, managers excited-this is an event-(day 4 of trg)-Manuals, Handouts, Wkd Results, QPR’s, and Supplies Ready-Day 3 Sign In Sheets Out-PC Schedule (for those that don’t stay for it that day)

GREETING(30 minutes before AT-1 is supposed to start)

"Keep the talking to a minimum so people can work on their reports, otherwise we will never start on time"

-Collect AT 1 reports(Wkd Results), QPR’s, and from trainees-Show where orders, QPR’s and shopping spree’s typically go -Review orders and make sure they are written up correctly. Teach reps how to ROLO if not done in initial training.(Live Example if possible and time available)-Quick order writing review/ how to calculate CPO, no 5 pay on checks, any other questions about order writing? (use one of their orders to review with)

-Have Reps Pair Up and Role Play Page 20

While reps role play page 20 take notes on QPR’s-check out back side of QPR, who has base more than commissions-mark areas where reps need to see the right people ( in red or highlight )-pull reps up front 1 on 1 who need to see more qualified cust./need base pay

Have this conversation:-“I only want you to show married ppl/ couples together/ homeowners/ etc from here on out”-“Even if it means showing a few less people, I’m really looking for quality vs. quantity for you…you’ll make more sales and that’s the goal!”-“I’m glad that we are able to give you base pay for this past weekend, but after advanced training today, I don’t expect you to ever need the base again, okay?”

-Start setting up field training with reps in the office -Highlight on Weekend Results Form positive stats to recognize

INTRODUCTION(this should begin either when AT-1 was scheduled to start or when 2hrs remaining)

Welcome to Advanced Training 1!

You may have had some great appointments so far, or some disappointments. Either way, today is going to help you improve.

How many of you have an appt. after this? (ask knowing that many do) Anytime someone leaves advanced training they see an immediate impact on their results!

Did any of you have an appt this weekend where the customer bought a piece or pieces and you felt they could’ve gotten a set? Did you have someone sitting on the fence, and then ended up not getting it? Well, today we’re going to turn those smaller sales into SET sales and those wishy-washy customers into SLAM DUNKS! “In training, I didn’t really teach you how to sell—basically showed you how great Cutco is and taught you how to show it—and you still made sales. Now—I’m going to teach you how to make sell Cutco.”

Recognize in Groups Sales made, Set sales, Percentage of sales, Recs, Number of

appointments done, Promotions received, & Fast Start Prizes won so far. “It has only been 2 days.”

Non-Sellers “John completed 2 demos, Lisa did 3 and got 15 leads, David did 4 and averaged 3 leads, let’s give them a hand”

Reps with first Sale “Nancy sold a trimmer and got them started, Alex sold an essentials and averaged 2 leads, Sam sold a customized set, let’s give them a hand”

Say something positive about everybody , everything sounds like that was what was supposed to happen.(very matter of fact, that’s just how it is – Joe sold a homie, Sue had her first order, Mary got 15 yes’s, Susie sold an Ultimate.

Announce PR’s set for interviews ( teach how to talk about job/ build up int/ get people to set up if they didn’t set up/ etc )

Recognition of Team/Group• “Most everyone made their first sale, the group sold $_____,

good start” • “You guys are just going to get better and better from here!”

20-20-60 Concept

Now to start off Advanced Training, I want to talk about the 20-20-60 Concept,

20%: Always Buy “Like past Cutco owners and easy sales”

• No matter what you do 20% of people will always buy. And you may have run into some of those people this past weekend. You could’ve made 100 mistakes and they still would have bought as long as you what? (follow the program, smile, and cut rope) The reality is people like spending money, people appreciate quality, and CUTCO will always sell itself! (Use example from training class)

20%: Never Buy

• Now, on the opposite end 20% of people will NEVER buy. NO MATTER WHAT! You could have followed the program to a “T”, seen the most qualified MAC’s (Lay Ups), they could’ve needed new knives, and easily afforded it, and they still would NOT buy. With all the experience I have and all the people I’ve helped succeed, I couldn’t have sold that customer! “Nothing you or I can do. Whenever I had a no sale, I just remembered what my manager taught

me, IT WAS PROBABLY THOSE 1 or 2 in 10! Should they affect your confidence?(No, because what type of appt is coming around the corner???)

• Does it make sense to tell war stories about these people? (no)A really important point to note, is that out of all the customers you

can possibly see…these “NEVER’s” are only 20%. So only 2 in 10 are presentations that you cannot control…

60%: Depends on YOU ( Skills/ Confidence/ Enthusiasm )

• That means that there are 60% of the customers left. And that sale to the 60% depends on who? (right, depends on you). It has to do with the rep’s skill set, confidence in the great Cutco product and, of course, enthusiasm! That means on 60% of all the demos you did (no matter how they went this weekend ) there are tips and tools we can use to control the outcome!

So, the first big tip that I will give you is that from here on out, in order to see bigger results, our best and most successful reps know that they have the ability to control the outcome of 60%+ of all their demos!From here on out, its never that “the customer didn’t buy!” Its that the rep ( you ) didn’t what? ( sell ) Its never “the customer didn’t give me any recommendations!” Its that the rep ( you ) didn’t…(get recommendations ). When you take responsibility, that’s more than half the solution!

So, today I’m going to give you those tools to positively affect this 60%!!!! I’m going to review the presentation today: It will make so much more

sense now that you’ve done a few presentations this past weekend! It will help you put everything together! SOUND GOOD?

I’m going to teach you how to get more and more Recommendation…..how about doubling what you got so far this weekend?

I’m going to teach you how to get more people to call…in fact, I’m going to teach you how to get more customers on your list/ and how to call a different type of customer! HOW ABOUT THAT?

-And OF COURSE, I’m going to give you tips on how to close the sale bigger and more OFTEN! One of the things I am going to teach you is the secret weapon. I am so excited to share this with you. People leave advanced training and they sell so much more than they did in their first weekend because of this.In fact, you are probably going to be mad at me that I didn’t teach it to you in training. But you weren’t ready for it then…you are now. YOU’RE GONNA FLIP OUT!!!

We have reps that sell 7,8,9 out of 10 appts. of appointments. Not just for a week or two, but for over an extended period of time. Months, a year, or for the top reps for their entire career.

They do this consistently, so it isn’t luck. They are good because of what they learn at Adv Trg, Team Meeting’s, SLDM’s(Sales Leadership Development Mtgs), Division Meetings, etc. You all have an opportunity to become great immediately because of the functions we have coming up … We have a Team Meeting on (Day) where you will get the chance to meet and learn from the top people on our team, we have Advanced Training 2 on (day)__________, Division Meeting on (day)_________ where you will learn from the best leaders in our Division including ANGIE MACDOUGALL (promote next SLDM/ Div Mtg).

If you take good notes and use EXACTLY what we teach you, you will see greater and greater success very quickly.

No matter what has happened so far, today will make a HUGE difference!

GIVE EXAMPLES OF REPS THAT POPPED AFTER ADVANCED TRG:-ex.“______ only sold _____ by Adv TRN 1, but right after _____”(Andrew Munro, sharpener, couple knives, 3 Homemakers after AT1in the next 2 days)So you guys ready for Advanced Training? Let’s dive in…let’s review the demo and then talk about the 60% we can impact…

DEMO REVIEW

Manager Leads the Review with Questions below(hold up blue book)

- Do we just walk in and start doing the presentation? (No build rapport)- After that what do we enter our customer in as a thank you? (Shopping

spree)- Then you share which contests with them? (Fast Start, R4C/Scholarship)- How long has the company been in business since? (1949) How much

do we sell every year? (200+ million), How many customers? (15+ million)

- Then we show what 2 products at the beginning? (S.Shears and Peeler), Names/Uses on both?, Was everyone able to cut the penny? How can they get the peeler for free? (Recos)

- How long will the average knife stay sharp? (2 years)- What is no good about a wood handle (fade, splinter, absorb bacteria,

moisture)- What is no good about a plastic handle (break, crack, melt, slippery,

glued together)- What does partial tang mean? (Blade doesn’t go through the handle)- What is no good about brass rivets? (Expand, contract and loosen)- What is no good about carbon steel? (Rust, pit, corrode) Why is it

good? (Stays sharp longer)- What is no good about stainless steel? (Won’t stay sharp, difficult to

sharpen) Why is it good? (Won’t rust or corrode)- What is no good about serrated edges? (Rip and tear)- What is no good about straight edges? (Need to be constantly

maintained)- Solution? (Cutco!)- What kind of design do we us on our handle? (Universal wedge lock,

Thomas Lamb)- What material do we use in our handle? (Thermo resin)- Tang? (Full) Rivets? (Nickel silver)- What kind of steel do we use? (High carbon surgical stainless steel)

Why? (Holds an edge like carbon, but won’t rust)- What demonstration do we do now? (Rope) Were there any questions

on the rope cutting Demonstration? (Have sharp rep do the rope cutting for manager.)

- What is our edge called? (Double D) Why does it work so well? (Recessed edge, protected between the points) How long will it stay sharp? (Up to 10 years)

- How long is the guarantee? (Forever)- What are the 4 points? (Performance, Sharpness, Misuse/Abuse, money

back guarantee – have group expand and explain on each point)- Do a names and uses on each knife in the Homemaker set. What kind

of food did you cut?- Were there any questions with the leather cutting demonstration?

(Have sharp rep do leather demo.)- How do we store the knives? (Woodblocks and trays)- What do they get for free for buying a homemaker today? (Super

shears or Kitchen tools)- If they don’t want to buy all at once is that ok? (Yes, investment

options)- If they want a smaller set is that ok? (Yes- drop down)

- What do we show even if they don’t want any sets/individual pieces? (Accessories)

- What do we always ask for at the end even if they don’t want any Cutco? (Recommendations)

How many of you did the close exactly like this? (Manager does pages 10 and 11 for the group, word for word)

What did we say were the $ areas of the demo, most important to memorize? (pages 11/12(close), 18 (reco’s) and page 24 (phone approach).

Most important to know without the book are 11/12 and 18- eye contact.

Now we are going to Role Play pages 11/12 as many times as possible. Use your blue book and manual if you need it, work to get it down without the manual.

Manager actively listening and giving feedback

THE 60% DEPENDS ON THE FOLLOWING KEYS

A. THREE KEYS TO MAKING A SALE(review in their manual)1. Show Prospects not Suspects- show the right people, show the right

people!!! Which are who? MAC’S (Slam Dunks)a. Married VS. Single Menb. Homeowner VS. Apartmentsc. 30-60 VS. Young Adults & Retirees

So again married vs single, homeowner vs renter, couple or wife only vs husband only

You might get lucky from time to time, but our company sells mostly to who? MAC’s or (Lay Ups)

2. Follow the manual, follow the manual, follow the manual!!!

Did anybody hear a customer say “that’s too much money for knives…not too much money for the budget….but that they would never spend that much money for knives…that CUTCO just wasn’t worth spending the money on?”If you heard that, then that means that the customer did NOT see the actual VALUE of CUTCO. If a customer doesn’t see the value, it is a good sign you need to follow the manual much more closely and especially memorize the close, which is page? ( 11 +12)- word for word. The other important areas again are pages 18 & 24 . When you are new, it can feel awkward because you are just reading, but the sooner you know it, the more confident you will become in what you are saying and then it will sound a lot more natural to the customer. By the way, this demo is incredible. All you have to do is get comfortable with it and you will rock.

Last year our office sold _________. And everyone used the same manual!

3.AFTO (Always Ask For The Order)A rep not following the manual automatically assumes the customer is going to jump and say “I’ll take it!”

After getting the customer very excited about CUTCO for the last 30-45 min. it only makes sense to ask the customer if they would like to place the order and get it.

It is your job to see if they would like to own it. You must ask them in order to find out what they are thinking. A customer is never offended by you asking them if they want to buy. Whatever they say, you can work with them from there.

B. Confidence and EnthusiasmIf you EXPECT people to buy (or not), they can tell. If it comes across for even just one little second that you don’t think they are going to buy, guess what? (they don’t buy)

So when you go into an appointment you have to expect them to buy EVERYTHING, not just one of everything, but 2 and 3 of everything. An ultimate, one of every accessory, 2 peelers, 5 fisherman solutions…EVERYTHING.

Does this mean they will buy everything? No, but it will make them feel comfortable getting what they like and you never know what they will like so you have to be confident in EVERYTHING

For example, if the customer likes the garden tools, but they can’t tell if you expect them to buy it or they see you don’t expect them to, then they think, well maybe they aren’t that good, we’ll wait.

BUT if you totally expect them to get it then they will see how confident in the garden tools you are and they will feel comfortable buying them.

Here’s why… …YOU ARE THE EXPERT

You are the knife expert, your opinion has value, so you have to be CONFIDENT and expect a SALE

Have Enthusiasm for everything. Whatever you are excited about, they will be excited about. If you are like “eh, here it is”, then they will match you.

For Example if you went over to best buy and asked the guy if he

could tell you about two radios and the first one he was like:o This one is greato It has this feature and that feature and this part is

awesomeo I already sold 3 of these today

Then when you asked him about the other one he said, “Eh, it’s ok” WHICH ONE WOULD YOU BUY??? The one he was excited about, because he is the expert. So remember you are the EXPERT.

Can’t be tired by the names and uses section, must have fun and get into the product, show them how good it is! And this will make your appointments a lot more fun as well.

C. Presenting Investment Options Clearly & Handling Concerns

“When you ask if they would like to get it and they say, “I can’t afford it, what are the very first words that come out of your mouth?” (I hope you didn’t think you had…credit card, then… 2-3 way, then…5 way, then…drop down,) no that was a trick question then it’s the secret weapon and I’m going to teach you that today. But otherwise you are right, you would drop down to the galley set.

Most reps do a great job explaining the options with the homemaker, where they start missing it is when they cover the galley and starter sets. Some reps don’t even show them because they think, well I already covered it once the customer should know they could still do it.

• NO, the customer doesn’t know that you could use the investment options on the other sets and they certainly don’t know how much it breaks down to.

• It is important to cover investment options after each set because when they hear the dollar amount for payments, it makes it easier for them to say YES on the set they can afford to get today.

• When you present a new set you are offering new information for them to make a decision on. Even if they only get a trimmer at least they know all their options.

• Many times they will decide to get a set though, not always homemaker but many times they will buy a starter. They do because you make them feel comfortable with what they CAN afford today. “Most of our customers get started with a starter set…”

You make them feel comfortable by staying enthusiastic about the next set and reviewing the investment plans as the answer for them to be able to get it today.

So in your manual you can see how we respond to the customer when it’s too much money for them, just like we talked about in day 3 training.

IN MANUAL After ASKING FOR THE ORDER the customer will either say:“I’LL TAKE IT” or ”IT’S TOO MUCH MONEY”

Respond With: “No problem, (Name), thank you for helping me out and letting me practice on you. Can I ask you a few questions to see how I did on my presentation?”

Pre Drop Down Questions: “How did you like CUTCO?” (wait for answer) “What do you like about it?” (agree and confirm answers) “If this set were free, would you use it?” (smile and agree) “Ok so Is the money the main thing keeping you from getting it?”

Present Options:“I hope I didn’t give you the impression that you had to pay for it all today.What a lot of people like to do is use one of our NO-INTEREST investment options, let me show you how they work.”

(Write out numbers on paper) Manager shows by putting it on the white board

2–WAY 3-WAY ***5-WAY ***$ $ $

*Our 2-WAY investment plan is only ____ today and ____ in one month.

*Our 3-WAY investment plan is only _____ today and the same amount will be billed every 30 days after that. So your next payment won’t be until _________.

*You could even break it up on a 5-WAY plan on your credit card, which is only about ______ a month. This is our most popular choice.“

(have rep add Pre-Drop Down questions onto page 11 of rep manual before investment options)

We also have a list of different ways to handle concerns on the next page.

ADVANCED BONUS POINTSNow we are going to do ADVANCED Bonus Points, first lets make sure everyone knows how to do CPO. -Review how to figure out CPO on the board

Effective use of bonus points is a big key to making a lot of sales. * Using bonus points properly will accomplish 3 goals:

1. Customer will get a great deal on Cutco (some for free!) 2. Turn potential no sales into a sale 3. Increase your average sale, thus your income

Use this chart when determining how much free Cutco a customer can get.Cash Sale Price (Line 1) Bonus Points Allowed

$100 - $200 25$200 - $300 50$300 - $400 75$400 + 100

**** These are general guidelines ****

Example: Homemaker + 8 (1229) = 300 Points available (25 pts x 12)

You don’t have to use all your bonus points each time. The key is effective use of them. You can give customers exactly what they want, provided you follow the guidelines. Do a quick quiz out loud with the group

Rules for BONUS POINTS: Order must be over $100 on Line 1 (before tax)Bonus Points are only allowed on the first visit (1st call)

**Remember a sale today is better than a promise for later, even 1 knife is better.

Review Great Items to Offer for Free (in their manual)Everybody get out your Price List, I’m going to have you find some points and Prices in this section

Have reps fill in prices and bonus points of pieces in the manual, you can give them the totals to save time as you work through the examples below.

1. Building Up an Order First I am going to show you how to use them to build up an order thenI will teach you how to use them to turn no sales into sales. Soundgood? Great. So lets say Mrs. Jones is buying a Trimmer and a Slicerfor 185. That means your CPO is 169. (169-0=169) (63+106 cpo of 2 knives)So this is good right, you have made a sale, but what you can say is… “Mrs. Jones because of my first call special if you were to add in that ______ (i tell them to pay attention to the pieces they liked from the demo) that you really liked I could add in that ______ for free.” (in the example(1 build up)I use a spatula spreader and a paring knife free).

Mgr: Do Math on the Board

Do you see how that is good for both you and them? They get a better deal on Cutco by using the bonus points, 2 pieces for $185 or 4 pieces for $256, average of $64/piece instead of $92/piece?

Your CPO is now 192 (232-40) and they got a great deal on CUTCO because by spending an extra $71 they got a 65$ knife for free. Now that could work with anything. What I want you to remember is the line "Mrs. Jones because of my first call special if you were to add in that ______  that you really liked, I could add in that ______ for free."

Does that make sense?

2. Example 2 (More they buy the More they get for Free)Show how if they add in the Petite Chef knife they now have 75 points available and can get the paring knife and the ice cream scoop for free.Now they 6 pieces for the price of 4.393 with petite chef, 291 new cpo with 2 pieces fewwGreat, know let me show you how to create urgency so they get it today.

3. Example 3 (Creating Urgency)Lets say Mrs. Jones loves the 8-piece table knife set but she want youto call her back next month or next week or what ever. So your CPOwould be 304 with a bunch of question marks beside it Write on board: 304-0=304?????

So what you can say is “No problem Mrs. Jones I can definitelycall you in a month however because of my first call special if youget this with me today I can include a petite carver which a $106value.” So you subtract the 60 points and your CPO is 244 with NO question marks beside it. Write on board: 304-60=244

Which is better the 304 with a bunch a ???? or the for sure 244? Exactly, because, what do those question marks really mean? Exactly, is probably going to be 0. So always take the “for sure” CPO.

Now lets say that the 304 just does not fit into their budget even ona 5 pay. You know they like the 8 table knives so what you coulddo is say “Mrs. Jones if you get 6 tables knives with me today I canthrow in two more because of my first call special.” Now its better for them and you if they get it at 304 and you gave them free stuff but this way they get there 8 table knives and you get a “for sure” sale and CPO today. (example 3a in table)Does that make sense?178 cpoDo you see how if you use your points effectively you will increaseyou CPO? Good, remember to use them effectively. Which means you don't need to max them out every time. You want to be as consistent as possible. Keep in mind it’s not about how much they get for free, the important part is getting something for free because of the first call special.

5. Secret Weapona. Share Stories of People who used it and made big Sales after AT1b. Build Up Secret Weapon

“Here’s the idea behind the secret weapon….” “Sometimes you’re on a demo and the customer says man I really want these—

they’re better than what I have in my drawer, but I have knives already—they’re

not as nice as yours—but they do work—and they’re paid for—in fact I haven’t even had them that long so it would seem wasteful to buy another set.”

“Man—they like Cutco…they want Cutco…but they can’t justify replacing what they have.”

“It’s kind of like when you go to the car dealer and you want to buy a car, but you already have a car that works—what do they let you do with your car? Yeah—trade it in. What if our customers were able to do the same thing with their knives? What if there was a way for a customer to trade in their used knives and we gave them a discount on a set of Cutco? How cool would that be?” (Buzz created in the room)

“Let’s talk about this…let’s say we allowed the customer to do that—how much do you think their junky old knives are worth? $50? What if we gave them $50 off? Would that help you out? What if we could do even better than that and we gave them $100 off? Would that be cool?”

“Let me show you what we can do…if a customer trades in their junky bacteria infested old knives what we can do on a homemaker plus 8 is give them a $256 discount? How does that sound?” ( Okay, whose angry at me??? )

“Are you guys ready to learn the secret weapon??!!!”

c. Turn to Page 7- Secret Weapon

d. Teach them the concept of offering the table knives for free Discount is fixed What to do with trade in knives (donate or office)

e. Teach them how to write up the order & CPO

f. "Better CPO for you to give something free but trade-in is better than dropping down to smaller set. If you sold a set that you could do trade-in on and you want to switch it, stick around after the meeting but realize it will affect your CPO and fast start contest"

g. Role play with a sharp rep starting from page 10 through buying T.I.S on investment plans. Explain asking 5 x before the sales happens (Investment plans vs just showing sets on a one pay)

h. Have Reps Role-play starting with page 10 asking for the order, then go through investment options, writing them down, and finish with a T.I.S on a homemaker. Twice each.(Mingle/engage your group while they role play)

6. Dropping Down EffectivelyReview dropping down process/ Steps starting with HMKR Show where to present the T.I.S, how to transition to the next set down-review with picture in the AT manual (page 9 in Leaders guide manual)-teach/review going straight to 5-way option after H+8 TIS.

Now let’s teach you how to get more recommendations!

RECOMMENDATIONS REVIEW1. The first weekend is usually the toughest time for reps to get recommendations for 2 reasons:

1.How many of you can say your approach EXACTLY word for word right now in front of everyone? ( Memorization ) 2.The people you were showing this weekend were not personally recommended, so this is all new to them. When you show a recommendation, they are like, “Oh yeah, like Betty called me, ok” When you start showing recommendations, they will get how it all works.

Reminder that there are two goals on every appt—sale and leads

Most Objections you get can be prevented by memorizing the approach due to having confidence (eye contact) and stressing you get paid just to show it.

Let’s talk about why you need to Memorize the Approach—When you know the approach you will be more confident when you ask.

• Review page 18 with group (when to ask, how to use the sheet when they ask, getting them to call)

• Have it memorized by Advanced Training 2 on ___________

• Let me use an analogy to make this point clear, its called the feather, brick or truck.

• Every time we talk until you know this page I will be asking you if you have it memorized yet. On PDI during PCs, all the time.  It will get annoying after awhile. It’s kind of like someone tickling you on the nose with a feather. Its cute at first but gets annoying real fast. I will keep this up until you have this memorized. 

• The feather is better then the brick though. The brick hurts. Its kind of like wake up call that you really need to get this part down other wise you won't be here too much longer. You don’t want to get hit with the brick, it’s not that fun. 

• But thats better then the truck. Cause what happens when you get hit by the truck? right you die. That's what happens eventually to reps who don’t take the time to memorize page 18. 

Keys to Getting more names

1. Mention Recommendations at the beginning of the demo

2. Share your goals with the customer 3. Focus on getting at least 5-10 names written down.

Review how to use FRANK D plus area of the city4. Remind the Customer

Tell the customer “they don’t have to buy, I get paid just to show it”

5. Always Qualify your Recommendations Review how to do that and why it’s important

6. Getting YES’ (Free Vegetable Peeler for 2 Yes’ at the demo)always ask before you clean up and coach them with and on the call

(-25 points on order or $8 from the office).7. Ask for Leads and set up a follow up time (permission to call the ones they didn’t reach) and remind them to check the do not call list

Review Quickly Basic Objections on bottom of Manual page

Remind them “most objections never come up when the approach is memorized and they say it with confidence. “

Pair Up and Role-play parts 1 & 2 on page 18 as many times as possible

We aren’t calling any Recommendations yet though, we are just collecting them

Right now what we are doing is building a snowball and every lead you get you are packing a little more snow on your snowball.

Then when I teach you how to call leads, what we are going to do is throw that snowball down a big snowy hill.

What happens when you throw a snowball down a big snowy hill? (It gets bigger!)

Even if you have a small snow ball of only a few leads it will eventually get big (mgr looks at the person/ people who are new to the area or who didn’t do well with leads this weekend)

–use Brittany Serafini or local rep on your team as an example (She was born in a small town. Started with 3 people she knew in Edmonton and within 6 weeks she had a client base of over 100 people here. She just followed the program.)

But we would rather throw a big snowball. Think if you have 30 MACs down on your list and you showed all of them, then on average you would have 60 more leads to call. That’s the type of snowball we want to throw down, because it rolls over once, then it’s 120 leads from there.

The goal is for you to get as many leads as possible and get experience so that when we do teach you to call leads, you’ll have a ton of customers who are going to see the presentation from a more skilled rep! Then you’ll be off to the races! So, let’s review the basic phone approach

PHONE / SCHEDULE REVIEW

1. All of this stuff is great, but what is the best way to get more sales, really the only way to get more sales? You need to do more…?

More demos 10 demos – 6-7 sales = 1500- 2000 cpo

5 demos – 3 sales = 750 – 1000 cpo

B. Staying on your initial list of people you know. Don’t call leads yet!

Starting with Cutco is like driving a stick shift car.o 1st Gear is the people you know really well…parents,

family, close friends. Most of you have a bunch of those people you didn’t get to see this weekend.

o These next couple days you will be shifting to 2nd gear, which is the people you know…friends parent’s, neighbors, parents friends, etc.

o Then 3rd gear is the MOST IMPORTANT gear. This is the people you KIND OF know…like the neighbor that lives 2 houses down that you never talk to, but you wave at all the time or the people that work with your parents, who you don’t hardly ever see, but they hear about you everyday. Your best friends mom from 6th grade who you guys don’t hang out anymore, but you used to be over there all the time.BECAUSE 3rd gear people really transition you well for…

o 4th gear, which is just Recommendations (yes’) & Leads

But what happens if you are driving a stick shift car and you go straight from 1st gear to 4th gear? (You stall) We don’t want you to stall.

So you want to show all your first gear people, then second gear, then 3rd gear then recommendations. That way you will have a nice smooth transition instead of stalling.

HINT – When you are calling the people you kind of know, just remind them of how you know them. (I’m Billy from down the street, or you work with my mom Sue)

C. Basic Phone Review (go to page 13 in Leaders Guide AT Manual)

D. (List Types of People to call)

(Page 14 in AT manual to review)Initial Names List (use phone approach in Initial Trg Manual)People you Sort of KnowChicken ListLeads/ Recommendations

Remember, right now you’re calling your initial names list and we’re not calling leads till we’ve snowballed a ton of them. Now, I’m going to show you a third type of customer to call that will help to increase your current list of customers by a ton!!!!

These are the people you sort of know: “How many of you have a list of people that you really would love to call

and you know they would be excellent sales, but you just haven’t spoken to them in a while so it feels just a little bit out of place to just call for an appt?”

“This would include people like ( list of thought joggers for sort of know people: old neighbors, old team members, old friends from HS, people from…etc )

“Now with the approach I’m going to teach you, you will have the ability to call all of these people…so you should have so many more people to call!”

“By the way, this list is also called the chicken list ( explain )” “You may feel nervous at first calling them—but what is most likely

going to happen when you call (excited to hear from you and wanting to know how the family was doing)…after making a couple of calls—you’ll realize there is nothing to be nervous about!”

“And what is the advantage of seeing these people?a) More practice—how much more confident will you be

after another 20-30 appointments?b) More salesc) More leads! Chance to really build your lead based) Perfect intermediate stepe) Expand your comfort zone and more confidence

“What’s the worst that can happen? They say no!” “But, what’s the best that could happen!” Yeah…sales and leads! ( give personal / team examples of great appts with chicken list )

E. Teach Acquaintance Approach (People you Sort of Know/ Chicken List)

- Show them the School Directory/Church/Neighborhood approachRole-Play Acquaintance Approach 2x minimum each (at back of manual)

G. ( Review Proper phone times )

Headstart (Wed), Moneymaker (Thurs.) Kickstart (Sun) Suggest Morning phone time ( M-F / 7:00-8:30am ) / why (talk about

MAC customers are up not there friends) 5-6pm everyday no matter what during FS to make sure that you have

appts…this is a great time to get a hold of people!H. Schedule

o ( HAVE REPS OPEN SCHEDULE IN TRAINING MANUAL )o Fill in Key Functions

o Demos/ Phone time right after AT1o $ for appts o AT 2/ Team meeting ( build up )o Thursday Moneymaker PJo 3 day scheduling rule ( book next 3 days )o List # of appts possible between now and AT2o PDI ( review why and how-pass out H.O)o Order drop off/ ROLO still tonighto Promote Potential Key Staff

• Promote all reps with first promo & w/good attitude of the training class to PKS (Or in new office top 30% of first 2 trg class)

• Explain when the meeting is (1 week today-next Monday-summer)(Invite them at the next weekly team meeting)

WRAP UP “So proud of you— look how far you have come since the first day of training…. Think about how much you have learned and what you have done already…. Just wanted to offer a couple of thoughts on where you are right now… Very normal at this point in the job to feel a bit overwhelmed….anybody feeling

that way? Last several days you had to spend a lot of time in the office (3 days of training

and AT today) Never again will you spend that type of time in the office—that is behind you In a typical week you come in for a team meeting and a phone jam—that is it ( Our top ppl tend to come in more ) So the most demanding part time-wise is behind you Also normal in your first week on the job to be a little frustrated because you

aren’t getting in as much work as you’d like—want to be doing more appointments and making more money

Anyone feeling that way? That’s normal too. In the early stages, you are limited because you are only calling people on your

initial list (that’s why you want to call as many of those people as possible) But very soon you are going to have all kinds of people to do appointments with Example…if you go out and do 20-30 appts with people on your list and get 5-10

leads each….that is 100-300 leads If you go out and do 40-60 appts with people on your list and get 5-10 leads

each…that is 200-600 leads

Now you have all kinds of people to contact and you can schedule your week the way you want to

You just have to be patient in your first week as you are building your business Oh by the way—the paychecks start getting bigger too as you start to climb to

20%-25% and higher Some of you are already at 15%....in the next week or two most of you will be in

the 20%-25% range…. Even if you are only doing 10-15 appts in a week….7-10 sales…$1500-$2000 =

$300-$500 per week and climbing” “So good things are in store for you….the future looks bright….the toughest part

is behind you”

Maximize your Fast Start ContestUSE WILL NORTHERN HANDOUT (page 14 in AT manual)

This is Will Northern’s Fast Start, he sold over 11k His first 3 days he did 8 appts with 5 sales for 745 cpo,

a lot/some of you beat him, he also got 23 yes’s His second 3 days he did 8 appts, but he sold on ALL 8 of them for

2911 cpo with 16 yes’s. What do you think happened between day 3 and 4 for Will?

(Advanced training I) Yes he reviewed the basics to fix mistakes, learned bonus points

and secret weapon. So 745 first three days, 2911 his second three days, his last 4

days he sold over 7500! What do you think happened between day 6 and day 7?

(Advanced Training 2) Lets see why he sold so much more:

o 1st three days – 8 apptso 2nd three days – 8 apptso Last 4 days – 18 appts

Why did he sell so much more? (He did more appts) Guess what we teach you to do at Advanced Training 2?

(Get more appts) So if you look at his fast start Will did 34 appts he only had 4 no

sales, 3 of the 4 no sales were during his FIRST 3 DAYS, when he didn’t know what he was doing.

So if you just follow what we teach you at these advanced trainings you should see a good increase in your results.

• Quickly review prizes• You have only done a couple demos so far, you have

tons of time left.• If started slow, use info from today to turn it around.• Everyone can win something.• If you got off to a faster start, get serious and hit some

of the top numbers!•

REMINDERS / ASSIGNMENTS ( in training manual-pg __)

1. Don’t miss PDI Call-in between _____ & _____and twice/day in your fast start It’s like not showing up for work People who call in the most, do the best.

2. Assignment for appts:o“Remember earlier, we showed that you have the ability to do

______appts from now until we see you again @ AT2! The assignment is to complete 6 appointments by then!”

o “If you missed this past weekend’s incentive then you’re assignment will be to complete ( assignment +1 ) by AT2!

o Call me or your team leader when you start your phone jam tonighto“Any questions on that, come see me after!”

3. “Your next meetings are on _______(day), AT2 @___-____ and WTM ___-____

At AT 2 we will focus on the phone skills and recommendation keys, more on what we talked about today.

So don’t call the people you don’t know at all until I teach you how. Remember you can use all the new phone approaches for people you kind of

know for lot’s of people you have been referred to so far and that you still have on your initial list

AT-2 is going to give you what you need to have a bigger second weekend.

4. Sign up for a PC before you leave

5. Remember, you’ve only had _____days in your FS…there are still ____days left so max it out!!!!

**Spend individual time with anyone who needs extra impact. **You can also hold back any potential 10k Fast Starters for extra attention, Book your 10k Fast Start PC for Tuesday morning if it’s not right after AT1.