cutco events advanced scripts - sec fairs & shows · 2020. 10. 26. · positioning cutco as the...

Cutco Events Advanced Scripts

(2016 Edition)

Contents

New Customer Approach (13 Pages)Cutco Owners Approach (10 Pages)Objections at the Booth (8 Pages)

Cookware Booth Approach (6 Pages)Stainless Flatware Approach (3 Pages)Steak Knife Upgrade Script (1 Page)

Cutco Kitchen (6 Pages)Cutco Kitchen Price Comparison (1 Page)

Wellness Mat (2 Pages)

All scripts are the property of their original creators and not to be shared without their permission

© 2009 – present --- Vast Action, Inc. --- www.VastActionInc.com --- This document is intended for use only by the individual or entity of which it is addressed and contains information that is privileged, confidential, and protected from disclosure under applicable law. The reader agrees to not copy without written approval. For

additional quality training content visit www.VastActionInc.com Page 1

THE SALES MASTERY FORMULA CUTCO EVENTS EDITION – NEW Customer

STEP 1 – ENGAGING : People have to like you in order to want to spend time getting to know what you have to offer them so this section is designed to create a likable environment people would want to spend more time around. In ENGAGING, the goal is to make a connection and make it fast. People decide to be open to what you have to say based on the impression they get from the beginning. You create a connection by creating an Inviting environment, by being Friendly from the first point of contact, and by asking Intriguing permission questions that cause prospects to want to hear more and most suspects to self-select. STEP 2 – SOLVING : People have to feel that they know you OR you know them in order for them to be open to trusting you, so this section is designed to move from pitchy to personal. In SOLVING, the goal is to uncover a need they have. People decide they need something based on the emotional connection they feel. You make it emotional by Establishing Credibility with the most important and valuable information about your product, by Emotionally Connecting with their struggles and general dislikes about what they already have, by Introducing the Solution of CUTCO with a quick “WOW” demo, and by Confirming their interest with a simple “YES” question. This doesn’t need a lot of time and you want most of your time with them spent on finding the best option for them and Up-Serving if they buy or moving onto the next prospect if they don’t. STEP 3 – CLOSING : People have to trust you in order for them to feel comfortable deciding to buy from you, so this section is designed to show them you have their best interests in mind. In CLOSING, the goal is to get them to decide to buy something. People make the actual decision to buy something based on Logic. If you did your job in Step 2 and they feel the need, you then can illustrate how buying just makes sense and they will buy if they trust you. You make it logical by Price Positioning CUTCO as the best value in the marketplace (comparisons), by Creating Urgency for buying today (why most people are buying now), by asking Confirmation Questions (to get them trusting you and their decision with multiple YES’s before the order), and by using the Drop Down Cycle when necessary (to find the perfect package and price for them and continue trust building). Quality Questions throughout the Closing process are the key to all of this as they build trust with the client and give you all the info you need on where to go and where not to go next. Think about it this way … A) Offer them the 4 sets option. Do they pick or not? B) Ask about colors, stains & payments. Do they decide or not? C) Ask if they want to see what comes in their set? Do they need to or not? D) Ask if they want to see pricing? Are they serious or not? E) Have they priced high quality knives before? Do we need to compare / educate or not? F) Confirm they’d use the pieces and that they’re comfortable with prices. Are we on the right package at the right price or not? Even if you get the read that they are all set, having them confirm out loud is what sets you up to not even need to ask for the order because they sell themselves. When they don’t confirm they are unsure about something still. Take the time to flush the real objection up to the top by asking a quality question. Don’t skip straight to the solution. Instead show them you understand and agree with them, then ask for permission to show a solution that should be better for them now that you have more information. Sometimes you just have to re-build value in what they’re looking at. Sometimes you just need to drop down. But always remember to empathize and ask permission before moving on. This will ensure you’re not coming across as pushy or pitchy but personal instead.



SECRET TIP #1 :

All of the approaches below are designed to strategically follow the Sales Mastery Formula for success. They are based on what the best in the

business consistently do to secure sales fast, build loyalty, and maximize their time and opportunity with every client. These approaches work.

“The BEST salespeople use the BEST scripts.”

– Jeffrey Gittomer – Sales Trainer Extraordinaire

“It works. So GET TO WORK!”

– Brendon Burchard – World’s Leading High Performance Trainer

STEP 4 – UP-SERVING : Just because someone buys something at some price, doesn’t mean they don’t have more money to spend! There is only one person who knows how much money the client has and there is only one person who knows all the other products, services and deals you have, so this section is designed to continue offering packages in a way that is low key and fun for the customer experience. In UP-SERVING, the goal is to add value by showing other packages that fill additional needs they may have. You keep it low key by using the best Timing, intriguing them with Interest Phrasing, uncovering additional needs with Leading Questions, and creating urgency with Closing. Finally you quickly influence your average order by having the discipline, confidence and faith to follow The Three Rules and make them work for you and the customer. If they have more money, and they like a good deal, they will buy more and they will tell you when they’re done! STEP 5 – THE FAMOUS LET GO : Do you want the last thing the client to be thinking about is how much money they spent, how bad they feel deciding to think about it, or how amazing the whole experience with you was, regardless of whether or not they bought? People always remember the end and they decide to be loyal based on their overall experience, so this section is designed to help you send the customer off on a cloud of feeling great about investing their time (and hopefully their money) with you. In THE FAMOUS LET GO, the goal is to finish the Best In Class Experience for the client by breathing some air back into them and sending them on their way. You get that into them by Affirming their decision to, and how they’ll feel about, buying or considering your product and service. By Instructing them on what to do moving forward from now, and by Recognizing the value of their time, their choices, and their trust in you with unbridled appreciation.



HIGH QUALITY KNIFE VALUE BUILD : “Oh that’s awesome. Did you know that __BRAND__ owners are actually our best customers? Yeah, they love CUTCO because they already know and appreciate quality, they love that our knives stay sharper longer so they’re lower maintenance, and they love that WE take care of the sharpening and maintenance for them at no charge. In fact, even after 15-20 years when the other brands get worn out and need to be replaced CUTCO is still good PLUS when ours do eventually need replaced after like 50 years, we do it for FREE!! So, you invest that money ONLY once and never have to invest it again.”

NEW CUSTOMER BOOTH APPROACH

STEP 1 = ENGAGING : 3 Keys : Be Inviting, Be Friendly, and Be Intriguing YOU : “Hi … are you familiar with CUTCO? “ CUSTOMER : “No.” YOU : “Can I take a quick minute to show you why we’re the world’s sharpest knives?”

OR YOU : “Hi … are you familiar with CUTCO? “ CUSTOMER : “Yes.” YOU : “Awesome. Do you have some?” CUSTOMER : “No.” YOU : “Can I take a quick minute to show you why we’re the world’s sharpest knives?”

* Once in a while you get someone who already has a nice set of knives. They let you know this either at the beginning or somewhere throughout the demo and you need to help them understand why CUTCO still makes sense

for them ESPECIALLY when they already have high quality knives.

*** The goal of this whole approach is to stick & move … be genuine / natural but move quickly … avoid the habit of stopping to build rapport for no reason … the questions you ask throughout the approach will naturally build rapport

while also keeping you on point with info pertinent to the end result that you’re looking for (THE SALE)! It should take less than 5 minutes to get to Closing … no more 40 minute demos with suspects.



SECRET TIP #2 : Fight the urge to do too much cutting, talking and explaining. The majority of people will be sold after cutting leather and the penny … think about it … those are the two demos that everyone who bought knives 50 years ago still remember! SOMETIMES somebody will need to actually cut food … this is your chance to build value in our smooth edge and trust us; this is all you need to do.

STEP 2 = SOLVING : 4 Keys : Establish Credibility, Make Emotional Connections, Introduce a Solution, and Confirm YOU : “Just so you know, CUTCO has been around since the 40s and everything with a cutting edge is 100% American Made which we take pride in. We’ve also been been rated the sharpest knives in the world for decades, featured on numerous TV shows for our quality and sharpness, and we’re rated Consumer’s Digest Best Buy on knives, PLUS everything is backed by a Forever Guarantee.” *** Junk Knife, Leather, Table Knife, Leather DEMO Do you ever get the earthquake effect at the dinner table? Yeah, check this out. This is a normal steak knife like what you’d get at a department store like _____. Go ahead and cut through this piece of leather. Pretty normal right? Now cut with a CUTCO knife. Big difference right? *** Do the demo quick, cut leather multiple times & build layers, do the “pull up” demo with the spouse *** Now show DD Edge Sheet & explain DD Edge briefly YOU : “The edge doesn’t cut with the teeth … instead it cuts with the three little blades that are between the teeth and the teeth just protect the edge. This is why our knives will stay sharp for 5-10 years on average.” YOU : “Have you ever bought knives and a couple years later they’re all dull, rusty, and worn out? Well, that’s why

people love CUTCO because the best part is our guarantee. All of our products are backed by a FOREVER Guarantee. Forever just means that it’s multi-generational and you never need a receipt. If anything bends, chips, cracks, fades, melts, rusts or goes dull, we will fix or replace it for free … for generations. Also, anytime you need the knives sharpened, we do that for you for free. We’ll either come out to your home to do it or you can send them to the factory. We also have a ___ day money back guarantee which makes your investment in CUTCO completely risk free.”

CUSTOMER : “SHWING!!” YOU : “These will show you the quality of our product. Do you ever use scissors around the house? And have you ever

had a pair of scissors that someone cut paper or cardboard with go dull and you have to get new ones? Check this out. These actually come apart for cleaning you can cut pretty much anything with these.”

*** Cut penny into cool souvenir then cut paper or leather to show still sharp YOU : “Aren’t those amazing? You’re going to LOVE CUTCO by the way!! Do you need to do more cutting?” CUSTOMER : “No.” *** Move directly into closing CUSTOMER : “Yes.” YOU : “Okay … we’ll do one more demo here (grab cutting board & potato & 4” paring knife). So, our smooth edge is actually the edge we’re famous for because it’s the edge that’s been rated the sharpest in the world. In fact, we’ve been rated the sharpest knives in the world so long now that the History Channel came out a few years ago and did a special on us! So, take this knife and take a slice off that potato. Isn’t that awesome? Now, take just the tip and slice it into strips. Notice how you don’t even feel the potato because it’s so sharp? Yeah. These are going to be awesome in your kitchen!!”



DIFFERENCES APPROACH : When offering an option, some people won’t pick a set because they need to see the pieces first. They will typically signal this when you ask the “pick a package” question by hesitating or asking for a card, etc. So, follow this and they should have the info they need to move forward with a decision and start going through pieces and prices confirmation. “Which sets are you trying to decide between? Okay, no worries … can I show you the differences between the two sets really quick?”

* Briefly show the items that come as part of BOTH sets then show what comes in the bigger set that does NOT come in the smaller set and build value in those pieces. Then begin asking Confirmation Questions (see below).

STEP 3 = CLOSING : 4 Keys : Price Position, Create Urgency, Ask Confirmation Questions and Drop Down (if necessary). *** First, you have to find the best package to START on for them so you can identify how they make buying decisions and so you can Price Position CUTCO. Don’t rush this section as too much info can confuse the client. Start with finding the best package from the four sets, then uncover if pieces influence their decision, then if prices do … Remember … ‘Listen to Learn!’ and move through the closing process based on what you learn. If they choose the Complete or Family sets, close those as is. If they choose the Basic or the Starter Set, go to the Customization Approaches (below. YOU : “So, I’ll show you our four most popular sets and you can tell me which would best fit your cooking style or if we

should look at something different. Then we can talk about prices and what comes in them. So, this is our complete set. It comes with every knife you’ll need the rest of your life. It has you paring knives, bbq knives, boning knife, and everything you’ll need if you cook a lot or entertain. This is our family set. If you have a family this is a great set because it has all the everyday knives plus the extras you’ll need when you’re cooking the family meals. This is our basic set. This is for just the basic cook because it has all of the basic cooking pieces. Then this is our starter set. This is great for people who just want to try a few pieces out and maybe add more down the road. So, based on the cooking that you do at home, would you be more of a complete set, family set, basic set or starter set type of household?”

** If they choose, go directly to the next line. ** If they DON’T choose they need more information (either what’s in the sets OR what the prices are) … this is okay because it gives you info on how they make their buying decisions … pay close attention to them as you ask Quality Questions to help move things forward. YOU : “Cool. I’m sure you want to know the prices so, have you ever priced high quality knives before?” ** Move to “They HAVE or They HAVE NOT priced high quality knives” section (above) ** If they do not choose one set use the DIFFERENCES APPROACH (above) ** If it’s not about choosing between two sets then they just need to know what the prices are in order to make a decision so ask, YOU : “Would you like to see what’s in them first OR what the prices are first?” * Giving them an option here is important because it keeps things moving forward vs the risk of shutting everything off with a “yes” or “no” question.



CONFIRMATION QUESTIONS : Once you have found a package they like, confirmation questions are important because if you’re on the perfect package and price for them, they will say yes multiple times before you ask for the order. More importantly, if you’re NOT on the perfect package for them, they will signal this verbally or non-verbally when you ask these questions which is your sign to begin the Drop Down Cycle in order to find that perfect package. “So, if you had this set, would you see yourself using all of these pieces?” “So, if you were to get the set today, would you want it with the dark handles or the white? And would you want the block with a dark cherry stain or a light honey stain? And do you like the idea of doing the payments or would you just want to pay for it all at once?” * If they confirm all the way through these questions by making decisions then hand them the order form * If they do not confirm then they are still unsure about something (price or pieces) so move into the Drop Down Cycle to clarify what they’re unsure about and discover where to go next

*** They HAVE Priced High Quality Knives *** : YOU : “Cool. Want me to show you the prices? Great. Have you ever priced high quality knives before?” CUSTOMER : “Yea.” YOU : “Awesome. Where have you shopped?” CUSTOMER : “Online, Williams Sonoma, etc.” YOU : “Okay great. So you already know that good knives can cost thousands of dollars for a set. So, you’re going to love CUTCO because here’s what’s great. Most people expect that we’re going to cost more than everyone else … mainly because of the quality, how long they stay sharp and of course the service we offer. But here’s what’s really the best thing about us … since we’re American Made and we don’t sell in stores, we don’t charge nearly as much as the other top brands do. This is actually why Consumer’s Digest names us the Best Buy on knives.” * Show Williams Sonoma Comparison

“So, these sets here are the same size as our basic set and you can see their prices. Our complete set is twice the size of these sets and it’s only _____ worth of stuff. So, even though it’s twice the size of these, it’s still a lower price. AND, most people are shopping here with us today because of the specials we’re running.” “So, the _____ set you picked is normally _____ worth of stuff and we have it on special for only _____. Plus, we have a loyalty to our customers because we know once you buy CUTCO you’ll have it for the rest of your life so since you’re new to CUTCO we allow you to split that over up to 5 payments. So, with tax all you spend today is _____.”

YOU : “Do you want to see what comes with that set?” * If they say NO then move directly into confirmation questions * If they say YES briefly cover what’s in the set and cover CUSTOMIZATION APPROACH (Basic & Starter Set ONLY – SEE BELOW), then ask a confirmation question about the pieces.



PRICE POSITIONING : Price Logic comes when you illustrate what they’re used to seeing in the marketplace and you help them see what makes your product and service the better value to them.

ALWAYS REMEMBER :

x Recognize the general range of what else is available and the costs associated x Explain what additional value the client gains by choosing you x Then go over your prices

“Always show your value before showing your price!” - Zig Ziglar – Sales Training Legend

*** They HAVE NOT Priced High Quality Knives *** : YOU : “Cool. Want me to show you the prices? Great. Have you ever priced high quality knives before?” CUSTOMER : “No.” YOU : “Okay no problem. Just like anything else, when you want the best it’s going to cost a little bit. But let me show you why our prices are awesome. Are you familiar with Williams Sonoma or Pottery Barn? Okay great.” * Show Williams Sonoma Comparison YOU : “These are the best brands you can buy there. We’re number one in the world, these guys are number two and are from Germany and these guys are number three and they’re from Japan. You can see that for a basic size set you’ll spend anywhere from ____ to ____ for the Germans and anywhere from ____ to ____ for the Japanese. So, you’re going to love CUTCO because here’s what’s great. Most people expect that we’re going to cost more than everyone else … mainly because of the quality, how long they stay sharp and of course the service we offer. But here’s what’s best … since we’re American Made and we don’t sell in stores, we don’t charge nearly as much as the other top brands do. This is actually why Consumer’s Digest names us Best Buy on knives.”

“So, these sets here are the same size as our basic set. Our complete set is actually twice the size of these sets and it’s only _____ worth of stuff. So, even though it’s twice the size of these, it’s still a lower price. AND, most people are shopping here with us today because of the specials we’re running.”

“So, the _____ set you picked is normally _____ worth of stuff and we have it on special for only _____. Plus, since you’re new to CUTCO we actually let you split that over up to 5 payments. So, with tax all you spend today is _____.”

YOU : “Do you want to see what comes with that set?” * If they say NO then move directly into confirmation questions * If they say YES briefly cover what’s in the set and cover CUSTOMIZATION APPROACH (Basic & Starter Set ONLY – SEE BELOW), then ask a confirmation question about the pieces.



CUSTOMIZATION APPROACH : BASIC SET : YOU : “Okay … so this is what comes with the basic set (pointing to your Homemaker section of knives). Now most people usually see some pieces here that they don’t’ think they’d use. And just like anywhere else you shop, normally to break things up and customize the set costs a bunch extra. But the best part about shopping here at the show is that I’m actually doing free customization for my customers who shop here with me. So, I’ll show you the most popular customizations people like to do and you can tell me if there’s anything else that you’d like to change … cool?”

“So what comes in this is your paring knife & utility knife which will get used almost every day. Do you do a ton of baking or sandwiches? Right, that’s why most people take out the spreader and add in the sharpest knife in the world. This is great for anything starchy or sticky like potatoes, cheeses, lemons, limes, apples, zucchini, squash, and other stuff like that. Then you get the small carving knife and a chopping knife. Which size chopping knife do you like most from these options? (show small, medium and large and let them pick – if they can’t decide have them cut to get a feel for what’s comfortable). Do you use a bread knife a lot? Okay, most people will swap that one out and put in the raw meat boning knife. Do you ever BBQ or grill? Okay that’s great because you’ll use this for trimming fats, butterflying chicken, pork chops, stuff like that. Plus, you get a carving set too for all the bigger meats like turkeys, hams and briskets. Then, do you ever eat melons? Perfect, then you’ll definitely use this one for all the things with the hard rinds like melons, tough squashes, pineapple and stuff like that. And finally, most of my customers tell me they wouldn’t need both forks. Which would you rather have, the meat fork or the food prep fork? So, we usually swap out this one and put in the shears! So, based on this set up here, would you see yourself using all those pieces?”

* Help them with any other customization options IF YES : “Great. So, you’ve got the basic set here, totally customized with what you’ll use most, you also get 8 table knives

and the block, and it’s only ____ today.” * Now move into confirmation questions

STARTER SET : YOU : “Okay … so this is what comes with the Starter set (pointing to your Galley section of knives). Now most people usually see some pieces here that they don’t’ think they’d use. And just like anywhere else you shop, normally to break things up and customize the set costs a bunch extra. But thebest part about shopping here at the show is that I’m actually doing free customization for my customers who shop here with me. So, I’ll show you the most popular customizations people like to do and you can tell me if there’s anything else that you’d like to change … cool?”

“So what comes in this is your paring knife & utility knife which will get used almost every day. Do you do a ton of baking or sandwiches? Right, that’s why most people take out the spreader and add in the sharpest knife in the world. This is great for anything starchy or sticky like potatoes, cheeses, lemons, limes, apples, zucchini, squash, and other stuff like that. Then you get the small carving knife and a chopping knife. Which size chopping knife do you like most from these options? (show small, medium and large and let them pick – if they can’t decide have them cut to get a feel for what’s comfortable). Do you use a bread knife a lot? Okay, most people will swap that one out and put in the raw meat boning knife. Do you ever BBQ or grill? Okay that’s great because you’ll use this for trimming fats, butterflying chicken, pork chops, stuff like that. And finally, most of my customers tell me they’d rather have the shears than a fork so we usually swap out this and put in the shears! So, based on this set up here, would you see yourself using all those pieces?”

* Help them with any other customization options IF YES : “Great. So, you’ve got the starter set here, totally customized with what you’ll use most, you also get 6 table

knives and the block, and it’s only ____ today.” * Now move into confirmation questions



DROP DOWN CYCLE : The ultimate goal is to get the first yes as quickly as possible. At this point you have uncovered need, made it logical to buy something and now you just need to continue to build trust by showing the client you have their best interests in mind. You do this by following a simple cycle that keeps it personal and ensures the client feels taken care of.

SECRET TIP #3 : When presenting your solution be sure to show enthusiasm about that option. Remember, you’re getting closer to finding the perfect package for them which should be exciting for you. If you are less excited about it how will they feel about it? Also, the decision to buy THIS option must be logical, so remember to tailor that package as a solution to their concerns (most used pieces, much more affordable option, easy to fit in the budget, etc).

x Step One = Clarify --- flush out the real objection (pieces or prices) x If you don’t mind me asking, what is it that’s holding you back right now? x Real quick before you go, are you even in the market to spend _____ on knives right

now? x If you were to get this set, would you even see yourself using all of these pieces?

x Step Two = Empathize --- stay on their side by agreeing instead of trying to change their mind

x I totally understand. x That makes total sense. x I’m sure I’d feel the same way if I was in the same situation.

x Step Three = Permission --- get things moving forward with a strategic question they can’t say no to

x Can I take a quick minute to show you another option I think would be even better for you based on what you’re telling me?

x Step Four = Solution --- tailor your next offer to solve their concerns (pieces or prices)

x I want to show you this because based on what you’re telling me it could actually be the perfect ______ (price or number of pieces) for you.

x Step Five = Confirm --- get multiple YES’s before you get the actual YES!

x So, would you see yourself using all of those pieces more? x So, would that be something that fits your budget better?

x If they don’t confirm repeat this cycle over again as you drop down through the offers x Once you get confirmation on pieces and prices exit the cycle and hand them an order form x Once you have a commitment for an order begin the Upserving process and create an experience

they’ll remember



SECRET TIP #4 : If they pick a set, instead of selling them on choosing a different set, use the extreme price disparity between the set they picked and the Show Stopper to get the first YES fast. Then, use the Up-Serving process to help them get more value & build your order with add-ons. If they have more $$$ they will spend it because it makes sense.

PACKAGE PROGRESSION

“Hi! Are you familiar with CUTCO?”

UP-SERVING

THE FAMOUS LET GO

NEW CUSTOMER

Show Stopper

PICK Complete

Set

Single Piece

Buy 2 Get 1

PICK Starter

Set

PICK Basic Set

PICK Family

Set

Ultimate Upgrade

Complimentary Set

OWNER

Single Piece

Buy 2 Get 1



SECRET TIP #5 : If you follow the Drop Down Cycle throughout the progression you naturally continue building trust because you’re making it personal to the client by clarifying, empathizing, asking permission and tailoring your solution to their concerrns. This causes the process to get easier along the way as the customer will open up and help you get to the sale faster. Pay close attention to them. If they have genuine interest they will begin to ask buying questions. Selling a single piece is easy if they still say no to a 2pc special offer because you can simply ask which piece they want / would use the most and offer that (no deal necessary) and if they like and trust you they will buy it if they have the money. If they don’t have the money then get their info and go directly to The Famous Let Go.

When presenting solutions consider using these descriptions for the offers in the progression:

Show Stopper :

This is our Show Stopper Set. This set is our most popular starter set (saying most popular creates social proof) because it has only the most used pieces from the set. Plus it’s very affordable. What you get with the set is your paring knife and utility knife (set all of these pieces on the board as you name them) which you’ll use for all the little daily jobs. You also get the #1 seller, the starchy sticky food knife which almost everyone tells us is their favorite. Plus, you get the chopping knife for all your veggies AND you get a knife for all your meats. Do you ever BBQ or cook roasts, chickens and stuff like that? Okay, and do you ever use a bread knife? GREAT! Well, this knife will be perfect for all those jobs too. Now, we don’t want you just throwing the knives in the drawer because that’s not good for the knives so we also throw in our storage tray which is great because it protects the knives, and it can be hung on the wall or stored in the drawer. The best part is that this set is normally ____ worth of stuff, but today your price is only ____ which means you’re saving over ____. Plus you can still do that over ____ payments, so you’re only spending ____ today. ** Now ask confirmation questions

Buy 2 Get 1 Free :

Okay … so this is still just _______ (too much or too many)? **This is Clarify Great. No worries it totally makes sense. Listen I really want to help you get CUTCO today because I can tell you really want it and it seems like you really need it too. PLUS, I want to earn your business because I know how much you’re going to love it once you have it and I want to be your CUTCO guy/gal. ** This is Empathize So, before you go, can I show you just one more option really quick that might be even better for you based on what you’re telling me? ** This is Permission Awesome. So, let me ask you this. Looking at these 5 pieces (laid out on the board), which 3 would you use the most? (Let them pick their pieces, move the ones they don’t pick off the board, and re-affirm their decisions along the way). Cool, so check this out … we have a special where we normally let people pick 3 pieces and get a 4th piece free. But since I really want to earn your business, I’ll do you one better, just don’t go around telling everyone I did this for you. So, if you want to go ahead and get this now, I’ll do buy 2 get 1 free. So, you’ll buy these two and I’ll give you this one for no extra charge. That would normally cost you ____ but with the deal I’m giving you it’s only ____ so you’re saving ____. Plus you can still do that over ____ payments, so you’re only spending ____ today. ** This is Solution ** Now ask confirmation questions



SECRET TIP #6 : x If they ask buying questions then they’re interested … key in on that and close it x If they say “NO” to something that doesn’t mean they’re done it just means not that, offer ask

another Leading Question and offer something else x Don’t take this too seriously … have fun with it and they will too! You’re adding value to them with

every package they buy! x The first three steps + this process are set up to make this low key. You’ll be amazed at how much

more many clients will spend with you when you follow this.

ALWAYS REMEMBER : x Whatever they decide to buy first, is simply where they are comfortable making their first

commitment to you. x You don’t know if they have more money to spend and the ONLY person who knows if they do is …

STEP 4 = UP-SERVING : 5 Keys : Timing, Interest Phrasing, Leading Questions, Closing and The Three Rules.

x Step One = Timing x Only begin to upsell once you have payment in hand

x Step Two = Interest Phrasing

x JSYK = Just So You Know x MGMS = The More you Get the More you Save

x Step Three = Leading Questions

x What did they show interest in that they’re not getting? Offer a deal on those items. x What Add On specials do you have in your Back Pocket that you can show them?

o Ask a Quality Leading Question � Do you ever _____? � Do you have _____?

o When they show interest � Uncover a Need with Emotional Connection � Introduce Your Solution with a quick demo

x Step Four = Closing

x SYD__ = Since You’re Doing _____ x IYD__ = If You Do _____ x ICD__ = I Can Do _____ x IJMS = If you’re going to use it and can afford it, It Just Makes Sense

x Step Five = The Three Rules x #1 - Always Offer = to anyone who buys something x #2 - Always Offer Again = to anyone who takes an offer once x #3 - They’ll Tell You They’re Done = when they accept offers keep making offers

until they say they are done … they will always let you know and it will be fun



STEP 5 = THE FAMOUS LET GO : 3 Keys : Affirm, Instruct and Recognize in order to breathe AIR into the customer and tie on the Best In Class Experience bow so they leave on the feeling of AMAZING!

x Affirm x They’re making a great decision buying / considering buying x What they should feel when they get home

x Instruct x Buying again x Getting service x Follow up & loyalty programs x Referring business

x Recognize x Their time x Their choices x Appreciate them

SUCCESS TIPS :

x Ultimately, your goal is sales; that’s why you’re reading this! x This process creates sales in a customer centric, strategic, and low key way through

Engaging, Solving, and Closing. x Clients always remember the last few minutes of the experience with you the most. x When done right, Up-Serving and The Famous Let Go add so much value to the

customer that they leave thinking about how much they enjoyed the experience with you.

x Be sure every customer you spend time with leaves feeling they had a Best In Class experience with you and you will build long term loyalty.

x Long term loyalty equals long term sales. x This is true whether they buy now or not



THE SALES MASTERY FORMULA CUTCO EVENTS EDITION – CUTCO Owner

STEP 1 – ENGAGING : People have to like you in order to want to spend time getting to know what you have to offer them so this section is designed to create a likable environment people would want to spend more time around. In ENGAGING, the goal is to make a connection and make it fast. People decide to be open to what you have to say based on the impression they get from the beginning. You create a connection by creating an Inviting environment, by being Friendly from the first point of contact, and by asking Intriguing permission questions that cause prospects to want to hear more and most suspects to self-select. STEP 2 – SOLVING : People have to feel that they know you OR you know them in order for them to be open to trusting you, so this section is designed to move from pitchy to personal. In SOLVING, the goal is to uncover a need they have. People decide they need something based on the emotional connection they feel. You make it emotional by Establishing Credibility with the most important and valuable information about your service, by Emotionally Connecting with their struggles and general dislikes about what they already have, by Introducing the Solution of CUTCO with a quick “WOW” demo, and by Confirming their interest with a simple “YES” question. This doesn’t need a lot of time and you want most of your time with them spent on finding the best option for them and Up-Serving if they buy, or moving onto the next prospect if they don’t. STEP 3 – CLOSING : People have to trust you in order for them to feel comfortable deciding to buy from you, so this section is designed to show them you have their best interests in mind. In CLOSING, the goal is to get them to decide to buy something. People make the actual decision to buy something based on Logic. If you did your job in Step 2 and they feel the need, you then can illustrate how buying just makes sense and they will buy if they trust you. You make it logical by Price Positioning you as the best value in the marketplace (comparisons), by Creating Urgency for buying today (why most people are buying now), by asking Confirmation Questions (to get them trusting you and their decision with multiple ‘YES’s before the order), and by using the Drop Down Cycle when necessary (to find the perfect package and price for them and continue trust building). Quality Questions throughout the Closing process are the key to all of this as they build trust with the client and give you all the info you need on where to go and where not to go next. Think about it this way … A) Offer them the upgrade option. Do they say yes or not? B) Ask if they want to see how the upgrade works. Do they want to or not? C) Ask if they want to see pricing. Are they serious or not? D) Ask about colors, stains & payments. Do they decide or not? E) Confirm they’d use the pieces and that they’re comfortable with prices. Are we on the right package at the right price or not? Even if you get the read that they are all set, having them confirm out loud is what sets you up to not even need to ask for the order because they sell themselves. When they don’t confirm they are unsure about something still. Take the time to flush the real objection up to the top by asking a quality clarifying question. Don’t skip straight to the solution. Instead show them you understand and agree with them, then ask for permission to show a solution that should be better for them now that you have more information. Sometimes you just have to re-build value in what they’re looking at. Sometimes you just need to drop down. But always remember to empathize and ask permission before moving on. This will ensure you’re not coming across as pushy or pitchy, but personal instead.



SECRET TIP #1 :

All of the approaches below are designed to strategically follow the Sales Mastery Formula for success. They are based on what the best in the

business consistently do to secure sales fast, build loyalty, and maximize their time and opportunity with every client. These approaches work.

“The BEST salespeople use the BEST scripts.”

– Jeffrey Gittomer – Sales Trainer Extraordinaire

“It works. So GET TO WORK!”

– Brendon Burchard – World’s Leading High Performance Trainer

STEP 4 – UP-SERVING : Just because someone buys something at some price, doesn’t mean they don’t have more money to spend! There is only one person who knows how much money the client has and there is only one person who knows all the other products, services and deals you have, so this section is designed to continue offering packages in a way that is low key and fun for the customer experience. In UP-SERVING, the goal is to add value by showing other packages that fill additional needs they may have. You keep it low key by using the best Timing, intriguing them with Interest Phrasing, uncovering additional needs with Leading Questions, and creating urgency with Closing. Finally you quickly influence your average order by having the discipline, confidence and faith to follow The Three Rules and make them work for you and the customer. If they have more money, and they like a good deal, they will buy more and they will tell you when they’re done! STEP 5 – THE FAMOUS LET GO : Do you want the last thing the client to be thinking about is how much money they spent, how bad they feel deciding to think about it, or how amazing the whole experience with you was, regardless of whether or not they bought? People always remember the end and they decide to be loyal based on their overall experience, so this section is designed to help you send the customer off on a cloud of feeling great about investing their time (and hopefully their money) with you. In THE FAMOUS LET GO, the goal is to finish the Best In Class Experience for the client by breathing some air back into them and sending them on their way. You get that into them by Affirming their decision to, and how they’ll feel about, buying or considering your product and service. By Instructing them on what to do moving forward from now, and by Recognizing the value of their time, their choices, and their trust in you with unbridled appreciation.



CUTCO OWNER BOOTH APPROACH by Jason Jeffrey

ALWAYS REMEMBER :

1) Create an inviting and friendly environment that causes them to want to spend time with you. 2) Uncover needs by connecting emotionally with what people generally dislike about what they already have and introducing

CUTCO as the solution to these issues that just makes sense. 3) Position CUTCO as the best value compared to the other options they’re used to seeing in the marketplace and create

urgency by explaining discounts, incentives to work with you, and price increases (if applicable). 4) Use confirmation questions to determine if the package you’re on is the best package, pieces and price for them and if it is

not, use the Drop Down Cycle to find the package that is. 5) Once you have a sale, Up-Serve and use The Famous Let Go to create the Best In Class customer experience.

STEP 1 = ENGAGING : 3 Keys : Be Inviting, Be Friendly, and Be Intriguing YOU : “Hi … are you familiar with CUTCO? “ CUSTOMER : “Yes.” YOU : “Oh cool. Do you have some?” CUSTOMER : “Yes.” YOU : “That’s great! You get the CUTCO Owner High Five!! Hey, when is the last time you had your knives sharpened for free?” CUSTOMER : “Never.” or “A couple years ago.” or something else that wasn’t recent … YOU : “Okay, well we recommend doing it ever ___ to ___ years, so can I give you the info on how to get that done really quick? CUSTOMER : “Sure!” * Now continue into the approach below

OR YOU : “Hi … are you familiar with CUTCO? “ CUSTOMER : “Yes.” YOU : “Awesome. Do you have some?” CUSTOMER : “No.” YOU : “Oh. How have you heard of it? Great! Well, can I take a quick minute to show you why we’re the world’s sharpest knives?” * Now transition into the NEW CUSTOMER approach

*** The goal of this whole approach is to stick & move … be genuine / natural but move quickly … avoid the habit of stopping to build rapport for no reason … the questions you ask throughout the approach will naturally build rapport while also keeping you

on point with info pertinent to the end result that you’re looking for (THE SALE)! It should take less than 5 minutes to get to Closing … no more 40 minute demos with suspects.



SECRET TIP #2 : Add Value First! Many CUTCO Owners feel they have everything already and you want to get them to spend more time with you so you can show them multiple investments they can make with you. It’s easy to get people to stick with an intriguing question like “when was the last time you had your knives sharpened for free?” Because you know most people haven’t and it peaks their interest. Then the permission question is an easy “Yes.” Now you have the opportunity to add a tremendous value to them before ever asking for anything and they will be way more likely to want to see what you have.

STEP 2 = SOLVING : 4 Keys : Establish Credibility, Make Emotional Connections, Introduce a Solution, and Confirm YOU : “Okay, go ahead and jot your name and email down here for me and we’ll send you the step by step instructions

on how to get the sharpening done for the knives. Just so you know, there are two main ways to get it done. First, and our best sharpening service, is sending them into the factory. They actually refurbish and regrind all of the edges so the knives are JUST LIKE new again, just like when you first got them. And you just cover the shipping … it’s really quick too … it only takes a week or two. The other way is when you’re my client … which means you’ve shopped with me … I stop by every few years and touch them up for you right in your kitchen or help you package up the ones that need to go back to the factory so you can just drop them off and send them. This is great too because you then have a full time person like me taking care of you. Either service is really awesome and you’ll always be happy with it.”

YOU : “By the way … would you mind signing my Happy Customer List? We always love showing people who’ve never heard of CUTCO what our customers like about them and how long they’ve had them.” CUSTOMER : “Sure.” YOU : “So, how long have you had your knives? Do you have a set or just some pieces? What have you liked best about them? By the way … how’s the show? Anything you suggest I check out while I’m here?” YOU : “Cool … thanks so much for signing the list. I’m sure someone will appreciate seeing what you say about your

CUTCO. Hey, while you’re here, just so you know, we have a number of new products we’ve come out with recently. The best part about all of our new stuff is that we design everything based on customer feedback and recommendations. So, our newer items are actually some of our most popular, most practical and most used pieces. Can I take just a minute to show you some of the newer items really quick?”

CUSTOMER : “You can show me.” YOU : “Awesome! So, almost everyone has this little paring knife and have you ever thought it was too small? Right, well

a lot of people said that so we came out with a longer paring knife (show 4” paring) which everyone loves because it’s perfect for cutting on the board and going straight through things like apples without having to go around them. Plus it will stay sharper longer because of the longer blade on it. Here … check it out. Isn’t that a cool one?”

“So, do you have the really big chopper in your set … collecting dust? Yeah, most of our customers would write us

letters to say it was okay for really big meals but not so good for everyday stuff because it’s so big. So we came out with our mini chopper that’s half the size and half the weight. (show 5” Santoku) Here … feel this … isn’t that nice and comfortable? Wouldn’t that be more useful and nice to have at home?”

“This one is for raw meats. (show boning knife) It's 3 times easier for your raw meats. When you cut open the

chicken, put in the garlic, do the stir fry, trim the fat off of things. When you're using it to get little slices of meat off, it's really effective on that stuff. Anyways, this is the raw meats knife. Then we have the melon, mango, cantaloupe, watermelon knife, which is more flexible than anything else that we make. (show Salmon Knife) You can really just take the rind and fillet it off of the melon with the knife. Feel how light it is here too. Do you guys do some melon sometimes?”



SECRET TIP #3 : What you’re doing here is showing them the most popular add-ons and along the way showing all the basic things most people do in their kitchen and how these newer pieces make those jobs easier to do. The first two pieces and the last two pieces cater to specific emotional connections and struggles, while the middle pieces simply review general uses quickly so you don’t get stuck on the knives for too long and risk confusing the customer with too many options. As you talk about these pieces lay them in the middle of your table so it’s easy to see what you’ve talked about. Now you’re ready to begin the closing process.

CUSTOMER : “Yeah.” YOU : “Great. You’ll love this one.” YOU : “Okay, so the next one we designed so the tip would protect the rest of the blade from dulling AND you can cut so

much stuff with it. We call it the sticky, starchy, soft foods knife. It’s great for cutting lemons, limes, avocados, peaches, pears, any soft foods really. (show Traditional Cheese Knife) You take this one here … Do you use this one a lot at home? (show Trimmer) Well, take that and make a chip off of your potato there with that. Another one nice and thick. I want you to feel the difference here and then use this (Traditional Cheese Knife). This is what we use for soft foods, like tomatoes, lemons, limes, avocados, peaches, pears. Not just for cheese, it's a multi-versatile knife with that micro-D edge on it.”

YOU : “This one here is the most durable knife that we made because only the tip touches. (show Birds Beak Paring) It’s

just staying sharp on the inside of the knife forever. Only the very tip is ever getting worn. We use this on strawberries, round fruits, to core out jalapenos or core out the peppers with it too. Here, you give this a try. See how you like that one and I didn't even think I'd use the thing until I got it. Now I use it all the time.

The last 2 are my favorite knives. This is the bad boy of the kitchen (show Hardy Slicer). You can cut through

frozen meats, sweet potatoes, yams, things that are just normally hard to cut. You can actually take it and just cut through. It's pretty effortless to do the thick veggies whereas normally people are struggling to cut through the things. Feel how heavy it is. If you ever think your knife's going to break, use that one. It's like the workhorse of your set. I call this the bad boy for women. You need a bad boy ... and it’s the man tool for guys. It’s also great for trimming raw meats because you can cut without shredding the meat on there. Do you feel how it would be good for the heavy duty stuff?

My other favorite knife is this one just because onions and peppers are big sometimes. (show Vegetable Knife)

They're hard to chop so you end up sawing through stuff with a smaller knife, so we just made a knife where you can literally make slices all the way through, super easy. It doesn't matter how big it is or how tall it is, you can just slice through stuff all day long. Then we can chop things afterwards, mince like mint and cilantro, smash garlic, transplant veggies for the salad or into the pan. You can't do it with just any knife. But with this one you can chop, slice, dice, and mince. It's all the tools in one basically. Isn’t that a nice one?”



PRICE POSITIONING : Price Logic comes when you illustrate what they’re used to seeing in the marketplace and you help them see what makes your product and service the better value to them. People decide to buy when it just makes sense. ALWAYS REMEMBER :



STEP 3 = CLOSING : 4 Keys : Price Position, Create Urgency, Ask Confirmation Questions and Drop Down (if necessary). *** First, you have to Price Position shopping with you as the thing that makes the most sense vs any other place they could buy

CUTCO. Then see if the Upgrade is the best package to start with or if a different package would be better. Always start with the upgrade and you will find you sell more upgrades. Don’t rush this section as too much info can confuse the client. Start with peaking their interest by baiting how great your specials are right now, then find the best package for them. Remember … ‘Listen to Learn!’ and move through the closing process based on what you learn.

YOU : “Now, the reason most people are shopping with us here at the event is because we always bring our best deals

here. Like you’re probably used to getting the catalog of seeing CUTCO online, and while you’ll get some small discounts in there we can always match those prices here and in fact, most times we can beat those prices. So you’re always getting your best deals when you shop with me. Plus, now is a great time to be shopping because of _____.

So, now I’ll show you the different packages and specials we have. What most of our customers like to do is our

upgrade. Can I show you how that works then you can tell me if we need to look at something different? Great, so the upgrade's pretty simple. What you do is you just get some knives to make life a little easier. Honestly we eat every day so it's nice to have the right tools in the toolbox. This is what normally comes in the knife upgrade here. (show Sets for Life brochure and point to the pieces past the Homemaker pieces) We have these, this, 1, 2, 3, 4, 5, 6, 7, 8, 9. Now, the great thing is I can totally customize this for you. So, if there’s anything here you need instead of something else, let’s get those in there. For example you liked ____ right? (Begin subbing in place of least used knives in pics, pieces from what you showed them already) You probably won't need another bread knife either right? You already have a bread knife. I would rather have this knife which we use all the time (put in Birds Beak Paring).

Set that one in there, and then barbecue cleaver. We don't really use this one a lot. I don't know if you'd rather

have one of these, but I prefer more of the everyday stuff myself. I'd rather have that personally because people always tell us they use the other one like it so much they love having two, plus this square design stays sharper longer too (put in Santoku Trimmer). Also, a lot of people tell us they don’t need the medium chopper (point at 7” Santoku in pic) because they’re getting this awesome veggie one (point at Vegetable Knife), so we usually take that one out and put in the mini chopper you liked (put in 5” Santoku).

Even if there was 1 or 2 here you wouldn't use, it costs about the same, maybe even more, to not get the upgrade.

It's a package deal which is why people say it’s awesome. You also get 4 more of these. (Lay out a table knife) Is there anything else you’d swap out or remove?”



CONFIRMATION QUESTIONS : Once you have found a package they like, confirmation questions are important because if you’re on the perfect package and price for them, they will say yes multiple times before you ask for the order. More importantly, if you’re NOT on the perfect package for them, they will signal this verbally or non-verbally when you ask these questions which is your sign to begin the Drop Down Cycle in order to find that perfect package. “So, if you were to do this today, would you see yourself using all of these pieces?” “So, if you were to get this today, do you like the idea of doing the payments or would you just want to pay for it all at once?” * If they confirm all the way through these questions by making decisions then hand them the order form * If they do not confirm then they are still unsure about something (price or pieces) so move into the Drop Down Cycle to clarify what they’re unsure about and discover where to go next

YOU : “Would you like me to show you how much the upgrade costs? Okay, let me show you what this costs. If you're going to buy all of these eventually, it's a little here and there but it adds up to a lot more in the long run, so it’s a much better deal as a package. You’ll see what I mean here … (add everything up on calculator)

Okay. So, if you were to buy from the complete set just buying it over time, you're going to spend over 3000 just

individually purchasing it, maybe even more because prices are going up on things like that. That's why we do these in a package. What we do is we just take the value of your set from the one you have here off the other set, the complete one. All your current knives fit into there plus the new knives and your 8 old steak knives plus the 4 new steak knives. It's not really that much bigger if you really think about because it’s only wider by 4 more steak knives.

And if you were to get it would you be needing the dark handles or the white ones? Okay cool and would you be

wanting the honey block or the dark cherry block? Great!” YOU : “Then, as part of the upgrade I'm supposed to get the block from you, but since you don't have it here, it's okay.

We'll just keep it to sharpening knives and stuff. If you have a couple of old crappy knives you don't use any more like something that’s just hanging in the drawer, here’s what we’re doing for the show. They do a deal for the show on the package, but now I'm giving you another deal. This is called "the trade-in". You trade in old, crappy knives you've had and then we actually just cut the price a little more. We use the old knives to cut rope and leather and stuff like that in our training. Do you guys have some stuff at home you don't use?

Great, so just don't throw them all away. When I come over to sharpen all your CUTCO, I'll take a couple knives

there, just crappy knives, not CUTCO, okay? That gives you $165 off actually. So, the upgrade comes up to ______ which is your total for everything. Then what we do, is we’re very loyal to our customers so we let you charge the order over 5 months. We don't have interest or anything. We just have people who come up and say, "I wasn't planning on getting a whole upgrade today" and then they wanted to buy it later in 2 months. We don't have the discount at that time so they're getting frustrated so we just decided to make it easy to pay it out without anything, no interest, no layaway, no credit check, no financing ... You don't even get a bill. We just automatically charge it to your card or your checking account to keep it simple. Even our millionaire clients do it this way because it’s so simple and you can still do all the other stuff you’re planning to do because you’re basically just paying for a couple knives a month but getting a great deal all at once.

** Ask confirmation questions to see if you need to close the package or begin the Drop Down Cycle



DROP DOWN CYCLE : The ultimate goal is to get the first yes as quickly as possible. At this point you have uncovered need, made it logical to buy something and now you just need to continue to build trust by showing the client you have their best interests in mind. You do this by following a simple cycle that keeps it personal and ensures the client feels taken care of.

SECRET TIP #4 : When presenting your solution be sure to show enthusiasm about that option. Remember, you’re getting closer to finding the perfect package for them which should be exciting for you. If you are less excited about it how will they feel about it? Also, the decision to buy THIS option must be logical, so remember to tailor that package as a solution to their concerns (most used pieces, much more affordable option, easy to fit in the budget, etc).

x Step One = Clarify --- flush out the real objection (pieces or prices)

x If you don’t mind me asking, what is it that’s holding you back right now? x Real quick before you go, are you even in the market to spend _____ on knives right

now? x If you were to get this set, would you even see yourself using all of these pieces?

x Step Two = Empathize --- stay on their side by agreeing instead of trying to change their mind

x I totally understand. x That makes total sense. x I’m sure I’d feel the same way if I was in the same situation.

x Step Three = Permission --- get things moving forward with a strategic question they can’t say no to

x Can I take a quick minute to show you another option I think would be even better for you based on what you’re telling me?

x Step Four = Solution --- tailor your next offer to solve their concerns (pieces or prices)

x I want to show you this because based on what you’re telling me it could actually be the perfect ______ (price or number of pieces) for you.

x Step Five = Confirm --- get multiple YES’s before you get the actual YES!

x So, would you see yourself using all of those pieces more? x So, would that be something that fits your budget better?

x If they don’t confirm repeat this cycle over again as you drop down through the offers x Once you get confirmation on pieces and prices exit the cycle and hand them an order form x Once you have a commitment for an order begin the Up-Serving process and create an experience

they’ll remember



SECRET TIP #5: If they pick a set, instead of selling them on choosing a different set, use the extreme price disparity between the set they picked and the 5pc Complimentary Set to get the first YES fast. Then, use the Up-Serving process to help them get more value & build your order with add-ons. If they have more $$$ they will spend it because it makes sense.

PACKAGE PROGRESSION

“Hi! Are you familiar with CUTCO?”

UP-SERVING

THE FAMOUS LET GO

NEW CUSTOMER

Show Stopper

PICK Complete

Set

Single Piece

Buy 2 Get 1

PICK Starter

Set

PICK Basic Set

PICK Family

Set

Ultimate Upgrade

5pc Complimentary

Set

OWNER

Single Piece

Buy 2 Get 1



SECRET TIP #6 : If you follow the Drop Down Cycle throughout the progression you naturally continue building trust because you’re making it personal to the client by clarifying, empathizing, asking permission and tailoring your solution to their concerrns. This causes the process to get easier along the way as the customer will open up and help you get to the sale faster. Pay close attention to them. If they have genuine interest they will begin to ask buying questions. Selling a single piece is easy if they still say no to a 2pc special offer because you can simply ask which piece they want / would use the most and offer that (no deal necessary) and if they like and trust you they will buy it if they have the money. If they don’t have the money then get their info and go directly to The Famous Let Go.

When presenting solutions consider using these descriptions for the offers in the progression:

5pc Complimentary Set : So, what we should do for you since you don’t really need the whole set is we should do our 5pc Complimentary Set. This set is our most popular set for people who already have CUTCO, like a few newer pieces, BUT don’t want to do a whole upgrade on their set. So, from the upgrade pieces, which 5 pieces would you use the most? (Let them pick their pieces, lay them out on board as they pick them, and re-affirm their decisions along the way). Okay, cool. So, this is perfect for you guys because check this out … not only do you get the 5 pieces YOU’D use the most BUT you also get a really great deal on it. So, here’s how it works. You get these 5 pieces you picked, plus we don’t want you just throwing the knives in the drawer because that’s not good for the knives so we also throw in our storage tray which is great because it protects the knives, and it can be hung on the wall or stored in the drawer. The best part is that this set is normally ____ worth of stuff, but today your price is only ____ which means you’re saving over ____. Plus you can still do that over ____ payments, so you’re only spending ____ today. ** Now ask confirmation questions

Buy 2 Get 1 Free :

Okay … so this is still just _______ (too much or too many)? **This is Clarify Great. No worries it totally makes sense. Listen I really want to help you get CUTCO today because I can tell you really want it and it seems like you really need it too. PLUS, I want to earn your business because I know how much you’re going to love it once you have it and I want to be your CUTCO guy/gal. ** This is Empathize So, before you go, can I show you just one more option really quick that might be even better for you based on what you’re telling me? ** This is Permission Awesome. So, let me ask you this. Looking at these 5 pieces (laid out on the board), which 3 would you use the most? (Let them pick their pieces, move the ones they don’t pick off the board, and re-affirm their decisions along the way). Cool, so check this out … we have a special where we normally let people pick 3 pieces and get a 4th piece free. But since I really want to earn your business, I’ll do you one better, just don’t go around telling everyone I did this for you. So, if you want to go ahead and get this now, I’ll do buy 2 get 1 free. So, you’ll buy these two and I’ll give you this one for no extra charge. That would normally cost you ____ but with the deal I’m giving you it’s only ____ so you’re saving ____. Plus you can still do that over ____ payments, so you’re only spending ____ today. ** This is Solution ** Now ask confirmation questions



SECRET TIP #7 : x If they ask buying questions then they’re interested … key in on that and close it x If they say “NO” to something that doesn’t mean they’re done it just means not that, offer ask

another Leading Question and offer something else x Don’t take this too seriously … have fun with it and they will too! You’re adding value to them with

every package they buy! x The first three steps + this process are set up to make this low key. You’ll be amazed at how much

more many clients will spend with you when you follow this. ALWAYS REMEMBER :

x Whatever they decide to buy first, is simply where they are comfortable making their first commitment to you.

x You don’t know if they have more money to spend and the ONLY person who knows if they do is …

STEP 4 = UP-SERVING : 5 Keys : Timing, Interest Phrasing, Leading Questions, Closing and The Three Rules.

x Step One = Timing x Only begin to upsell once you have payment in hand

x Step Two = Interest Phrasing

x JSYK = Just So You Know x MGMS = The More you Get the More you Save

x Step Three = Leading Questions

x What did they show interest in that they’re not getting? Offer a deal on those items. x What Add On specials do you have in your Back Pocket that you can show them?

o Ask a Quality Leading Question � Do you ever _____? � Do you have _____?

o When they show interest � Uncover a Need with Emotional Connection � Introduce Your Solution with a quick demo

x Step Four = Closing

x SYD__ = Since You’re Doing _____ x IYD__ = If You Do _____ x ICD__ = I Can Do _____ x IJMS = If you’re going to use it and can afford it, It Just Makes Sense

x Step Five = The Three Rules x #1 - Always Offer = to anyone who buys something x #2 - Always Offer Again = to anyone who takes an offer once x #3 - They’ll Tell You They’re Done = when they accept offers keep making offers

until they say they are done … they will always let you know and it will be fun



STEP 5 = THE FAMOUS LET GO : 3 Keys : Affirm, Instruct and Recognize in order to breathe AIR into the customer and tie on the Best In Class Experience bow so they leave on the feeling of AMAZING!

x Affirm x They’re making a great decision buying / considering buying x What they should feel when they get home

x Instruct x Buying again x Getting service x Follow up & loyalty programs x Referring business

x Recognize x Their time x Their choices x Appreciate them

SUCCESS TIPS :

x Ultimately, your goal is sales; that’s why you’re reading this! x This process creates sales in a customer centric, strategic, and low key way through

Engaging, Solving, and Closing. x Clients always remember the last few minutes of the experience with you the most. x When done right, Up-Serving and The Famous Let Go add so much value to the

customer that they leave thinking about how much they enjoyed the experience with you.

x Be sure every customer you spend time with leaves feeling they had a Best In Class experience with you and you will build long term loyalty.

x Long term loyalty equals long term sales. x This is true whether they buy now or not

HANDLING OBJECTIONS Always Remember this : 1) Memorize the approaches for every situation below. They work. Repetition is the mother of all mastery ... so practice each situation and know each inside and out ... handling objections is the same regardless what the objection is ... it's clarifying, empathizing, asking permission and offering a solution tailored to solve their concern. 2) Listen very closely to what they’re saying. While there are only two reasons they don’t buy (too much money or too many pieces), everyone packages their objection differently. In order to move forward comfortably, the customer must have the sense that you’re listening to them and have their best interests in mind. 3) Be confident. The goal is NOT to pressure them into buying. If you do a great presentation, they should be in a place where they WANT it and feel a NEED for it. They’re just unsure how they can get it. It is your responsibility to help them find the way by using a strategic, low key, no pressure approach.

I need to talk to my spouse

** TWO questions to always ask earlier in the approach when demoing one person : - who does most of the cooking? - does your spouse let you make the decisions for the kitchen?

** Ask a quality question to get some more information and keep the ball rolling. YOU : “Oh … I thought he / she trusted you to make the decisions?” CUSTOMER : “Well, they do, but we would still need to talk about something this big.”

** Now you know the objection isn’t the spouse it’s the MONEY! So, clarify by repeating it back to them. YOU: “Oh, so what you’re saying is you’re just not comfortable spending THIS MUCH money without talking to

him / her first?”

CUSTOMER : “Right.”

** Then empathize. YOU: “No worries, that makes total sense. In fact, I wouldn’t want you to spend more money than you’re

comfortable spending because neither one of you would be happy about that.” ** Then ask permission to offer a new solution.

YOU: “Hey, can I take a quick second to show you another option that might be even better for you based on

what you’re telling me?”

CUSTOMER : “You can show me.”

** Show the next package in your progression and tailor that offer as a solution to their concern.

YOU: “Awesome. A lot of people feel the same way you’re feeling BUT they still want to get something. So, what most of my customers who feel the same way as you like to do it they like to find something smaller that you ARE comfortable getting now so you can take advantage of the specials. Then we just put the rest on your wish list for the future. So, let me show you our ___(next package)___. It’s actually perfect for you because ___(solve their problem)___.”

My spouse will kill me if I buy

YOU: “Oh my gosh. Do they have a history of violence? No I’m kidding. That’s exactly why you need to take these home because they’re sick of you buying stuff that either doesn’t last or they feel isn’t worth the money. TRUST ME … once they get their hands on CUTCO they will LOVE IT!!”

Spouse or friend walks away or leaves the room because they’re not interested

YOU: “Quick question before you go … Can he/she get whatever he/she wants?” CUSTOMER : “Yeah … they know they can.” OR “They do whatever they want anyway!” OR “I don’t care.” YOU : “Awesome … we’re gonna’ have some fun. I should show you our $8,000 set!” ** Say this loud enough for the other person to hear you ** If they care, they will come back to join. If they don’t care, then they won’t. ** If the spouse objection comes up later, simply follow the same approach above. ** If the other person says “NO, they can’t get whatever they want” (which rarely happens) then say YOU : “Okay, well then you really should come back and join him / her for a couple more minutes until we’re done. Because here’s the deal … he / she’s going to really love this stuff and probably want some, and they’ll want you to be here to help make the decision. So, I promise I’ll make it quick and fun so you’re not bored!!” ** Wave them back toward you as you say this

Can I buy just one piece? Or can I buy this individually? I just use one knife for everything!

** When someone is focused on just pieces, always use this earlier in the approach when demoing them:

YOU: “You can certainly use one knife for everything. I mean ... it's a knife ... it's going to do what it’s made to do which is cut. But, your knife set is like a toolbox for your kitchen. Each tool is made for certain jobs and when you use the right tools for the right jobs it saves you time and makes your cooking and cutting a lot easier and more enjoyable. It wouldn’t make sense to use a hammer to pound in screws right?”

** Depending on the timing:

x If it comes up first thing seek to understand what foods they need to cut. Then demo, build value, and close on packages that align with their needs.

x If it comes up toward the end this simply indicates they’re unsure about one or two items in a package and are now focusing on the one item they KNOW they’ll use for sure .

9 Slow down – use a quality question to figure out what they’re unsure about 9 Confirm – use do you ever questions to discover if they would or would not use it 9 If they would use it – Rebuild their confidence in their use and Close that package 9 If they would NOT use it – Use the Drop Down Cycle to find a smaller package

** Remember, you’re the professional. Have the confidence to make your professional recommendation

Too much money

YOU: “Are you saying it’s too much money for your budget or too much money for knives? I see, well do you like CUTCO enough to want some? Okay, well you’re right … it IS an investment. So, I’d suggest we look at something smaller that you ARE comfortable spending the money on so you can get started with CUTCO and become a preferred customer.”

** Then explain what it means to be a preferred customer and follow the same steps as below.

I can't afford it today

Clarify – “This is just more money than you’re looking to spend right now?” Empathize – “I totally understand … it IS an investment.” Permission – “Can I show you a different option that would be an even better deal for you based on what you’re telling

me?”

Solution – Drop down to a smaller package

** Keep in mind

9 If they REALLY can’t afford it they wouldn’t be SHOPPING at this event. 9 We can’t FORCE them to buy something they’re not comfortable spending the money on right

now. 9 Always listen closely to their concerns and drop down to something smaller. 9 The goal is to get the first YES and if they don’t have a lot of money just keep dropping down to

see if you have an option in their price range. 9 If you get to the end, get their information and thank them for their time.

Don't think I'd use them

YOU: “Oh. Okay. No problem. Which ones are you unsure about.”

** Let them point out the pieces – then confirm with Do You Ever Questions and Names & Uses for those pieces ** Based on their answers, either rebuild their confidence in the use of those pieces OR drop down to a smaller package that fits their needs better

If I get anything I’m just going to get it all ** It’s either too much money OR they’re just NOT interested so ask a Quality Question to get more information.

YOU: “That’s awesome. Before you go, let me ask you a question really quick. What is it that’s really holding you back today?”

CUSTOMER: “It’s just a lot of money for us right now.” OR “I just don’t really need all this right now.”

** Now you know the objection is either the MONEY or the PIECES! So, clarify by repeating it back to them. YOU: “So what you’re saying is that you like the idea of having a complete set, but you ________ (just don’t

want to spend all that money right now OR just don’t need all those pieces all at once)?” CUSTOMER: “Right.”

** Then empathize. YOU: “No worries, that makes total sense. I’m sure you didn’t wake up this morning thinking, ‘I’m gonna’ spend

$________ on a whole set of knives today!”

** Then ask permission to offer a new solution. YOU: “Hey, can I take a quick second to show you another option that might be even better for you based on

what you’re telling me?”

CUSTOMER : “You can show me.”

** Show the next package in your progression and tailor that offer as a solution to their concern. YOU: “It’s very common that everyone WANTS the whole set but the timing just isn’t right. So what most

people who feel the same way as you like to do is start with one of our smaller packages now so you can get CUTCO going THEN when you’re ready for the res t of the set we have loyalty and upgrade programs that allow you to finish off the rest of your set at a significant discount so you don’t lose out by not buying it all at once. So, let me show you our most popular starter set …”

Let me walk around and come back after we think about it ** It’s either too much money OR too many pieces so ask a Quality Question to get more information.

YOU: “Yeah. You totally should think about it because it’s an investment. Before you go, let me ask you a question really quick. What is it that’s really holding you back right now?”


** Now you know the objection is either the MONEY or the PIECES! So, clarify by repeating it back to them. YOU: “So what you’re saying is that you like the idea of having CUTCO, but you ________ (just don’t want to

spend all that money right now OR just don’t need all those pieces all at once)?” CUSTOMER: “Right.”



** Then ask permission to offer a new solution. YOU: “Hey, before you go, can I take a quick second to show you another option that might be even better for

you based on what you’re telling me?”

CUSTOMER : “Sure.”

** Show the next package in your progression and tailor that offer as a solution to their concern. YOU: “Almost everyone who stops by sees stuff they want to get while they’re here. It’s also very common that

people walk away wanting to get it, then they end up on the other side of the event, or at lunch and they just get tired or forget to come back. Then you get home and start using your knives and think, “Man I should have gotten those knives!” So, here’s the deal. I’d love to earn your business today, because I can tell you really like this and I’d love to help you get some so I can be your CUTCO person for life. So, check this out …”

** Whatever package you show, tailor it to how it’s either a ‘much more affordable option’ OR ‘just the most used pieces’.

Do you have a Card? / Can I get a Catalog? / Do you have a Website? ** It’s either too much money OR too many pieces so ask a Quality Question to get more information.

YOU: “Yeah. I can definitely get you some information on us. Here, go ahead and jot down your information here and I’ll ___(send you a catalog, email you my business card, send you a link to my website)___. Let me ask you a question really quick before you go. What is it that’s really holding you back right now?”


** Now you know the objection is either the MONEY or the PIECES! So, clarify by repeating it back to them. YOU: “So what you’re saying is that you like the idea of having CUTCO, but you ________ (just don’t want to

spend all that money right now OR just don’t need all those pieces all at once)?” CUSTOMER: “Right.”



** Then ask permission to offer a new solution. YOU: “Hey, before you go, can I take a quick second to show you another option that might be even better for

you based on what you’re telling me?”

CUSTOMER : “Sure.”

** Show the next package in your progression and tailor that offer as a solution to their concern. YOU: “Almost everyone who stops by sees stuff they want to get while they’re here. The challenge with buying

online or out of our catalog is that you pay full price. So, here’s the deal, I’ll sell to you later if you reach out to me but I can tell you really like this and I’d love to help you get some today if I can because I really want to earn your business. I want to be your CUTCO person for life. So, check this out …”

** Whatever package you show, tailor it to how it’s either a ‘much more affordable option’ OR ‘just the most used pieces’.

I don’t really have a lot of time / I only have a couple of minutes. ** All they’re saying is “get to the point b/c I don’t need the whole ‘spiel’.” Quality Questions will be your friend here. And remember, it’s either too much money OR too many pieces if they hesitate so ask a Quality Question to get more info. If they’ve never heard of CUTCO : Start by establishing credibility in the brand. Then ask emotional connection questions to identify a struggle. Then explain how CUTCO has solved all those struggles. Finally, ask Quality Questions to determine where to take it. Quality Questions to ask : “Who does most of the cooking?” “Really quick, do you do a lot of entertaining, BBQing, stuff like that? OR, do you do more family meals? OR are you more of just a Basic Cook?” “Are you looking for a set of knives or just to add some pieces to your collection at home?” “Do you like big knives or small knives?”

Already have ___ (CUTCO knife) that I use for ___ so I don't need this other/new knife

YOU: “Oh cool. No problem. Could you see yourself giving it as a gift?”

OR

** If they’re using a piece incorrectly, use the tool box analogy to build value in the idea of using the right piece for the right job and how using the wrong piece can affect the performance of the knife over time. Then create a need for the new knife.

I don't like serrated edges, only like/prefer straight

YOU: “Yeah … I don’t like serrated edges either!! Most people don’t because they rip and tear, the cut is always really jagged, and there’s no way to sharpen them when they’re dull. Let me show you really quick why the CUTCO edge is NOT actually a serrated edge.”

** Now demo or RE-demo the junk knife & DD Edge with the leather

I won't live long enough for guarantee to be worth it

YOU: “Awww … c’mon. You’ve got at least another 50 years left in ya!!! No really … that’s exactly why you need CUTCO. You’ve spent all these years cooking and now you DESERVE a great knife set for your golden years. PLUS, you can pass them down to the grand kids because our guarantee makes this an heirloom type of product.”

I just bought a set of knives

YOU: “Oh cool. How long ago? How much did you spend? Would you be open to returning them for store credit? The savings here are so good, it would just make sense.”

Handles are plastic (as opposed to wood/bone)

YOU: “Yup, you’re right … they’re not bone or wood. And sometimes people choose to trade the quality of steel and the sharpness for looks. The CUTCO handles are actually a high density resin NOT a cheap plastic like most knives. In fact, this is the exact material that is used to line the inside of dishwashers and think about how long the inside of your dishwasher lasts! Sometimes people like wood or bone handles for their looks, BUT honestly … I’m a big believer that the number one concern should be the way the knife cuts, don’t you think so?”

Not wanting to sign the happy customer list

YOU: “Oh … don’t worry. We’re not keeping your info. It’s just your name and how long you’ve had your knives. It only takes 2 seconds AND a lot of people will appreciate seeing it!”

** Remember, we’re just looking for MOST people to do it. Not EVERY PERSON so don’t stress when someone

says no.

I need to do some research ** They are really just saying they still have unanswered questions. YOU : “Hey no problem. What are you still wanting to research?” ** Whatever they say, doesn’t matter. Pull up the internet on your phone and HELP them do their research. ** Show them the CUTCO website and help them find the other brands of knives, their levels of quality and their prices.

I don't know what exactly _______ has or what ______ would want for a gift

YOU: “Yeah. That’s a good point. You know what people love about our guarantee? The last thing you want to do is ruin a surprise for someone. So, what we do is we have a 30 day money back guarantee AND we honor this from the day they FIRST USE the gift NOT when YOU buy it. This makes it so you can just pick what you think they’ll like that’s also at your price range, and if it ends up being the wrong size or shape or they just don’t like it, they can always send it back for a refund OR exchange it for something different.”

I only get paid on the first and fifteenth

YOU: “Do you use credit cards? Put it on your card and then you’ll just be able to pay it off when you get your next bill in the mail.”

We’ve seen you here before

YOU: “That’s awesome. What did you buy?” CUSTOMER : “Oh. Nothing … we just looked.” YOU: “Awesome. So what was it that you were considering getting?” ** Listen closely to what they tell you

YOU: “And what was it that held you back last time? ** Immediately move into the drop down cycle … C,E,P,S,C



COOKWARE SCRIPT

By Jason Jeffrey - 2015

ALWAYS REMEMBER : • Establish a need by connecting emotionally with what people generally dislike about what they already have. • Introduce CUTCO as the solution, to these issues, that just makes sense. • Start by changing their state with the water and seal so they pay attention. • Show how CUTCO is the best value compared to the other options they’re used to seeing in the marketplace. • Utilize the video to provide visual proof. We all know that if we cooked a 3-course meal on every appointment customers would be all-in. Well this is the way to get 80% of that impact, with a few touches of your finger on your cell phone screen; significantly increasing your average order. • Create urgency by explaining discounts, incentives to work with you, and price increases (if applicable).

STEP 2 = SOLVING : 4 Keys : Establish Credibility, Make Emotional Connections, Introduce a Solution, and Confirm

YOU : “The next part of the CUTCO Kitchen is the Waterless Cookware. I don’t know if you’ve ever heard of waterless cookware or not …” CUSTOMER : NO! YOU : “Oh, well this is my favorite. People that like Cutco Knives, LOVE cutco cookware. It’s actually one of our original products from back in the 40s and 50s. It’s really interesting because it forms a seal and no other cookware does … like a vapor seal. Have you ever heard of the vapor seal before? I’m not going to cook with It … I’m just going to put a little water in it. ** Add 2 tbps water to the pan and shake with lid on Here … lift the lid slowly and feel the suction … you’ll kind of know what I’m talking about.

This is all you really need to cook anything in your cookware which really kind of blows people away because when I cook a three course meal in 18 minutes with this, which feeds two people, it’s like, “Wow! How is this even possible?!” It’s only because waterless cookware cooks different. Normally stainless steel is the worst because everything burns. And non-stick cookware is really bad for you because of toxic materials that off gas, scratch away and get in your food, and it’s just really super unhealthy and bad for you which is why it’s actually banned in multiple other countries … many places you’re not even allowed to use it! Plus, people just get tired of always having to replace their pans over and over and over again. What we did is we made it where the cookware actually forms a seal on low temperatures. Low temperatures mean that we aren’t burning things. I don’t like to cook a lot either … but I do like to get on with my eating. So, if I can save time it’s a win for me, and this cookware also cooks about twice as fast as normal cookware. That’s pretty huge when you think about it, cooking twice as fast, right?”



CUSTOMER : YEAH!! YOU : “Also, when you’re not burning your cleanup is super easy.

A lot of people wonder, “how do you cook on low but cook faster?” Well, normal cookware just kind of nukes things through the bottom. You’re cooking on medium and high and that’s why things are burning. You’re also killing most of the enzymes in the food when cooking higher than 220 or 240. See this is not just cooking from the bottom because the core is transferring the heat throughout the pan so it’s cooking from the bottom up, the sides in and the top down … all the way through.” ** Point at picture in cookware handout with arrows pointing in from all sides on the pan

It actually locks in (jiggle lid) so now you’re cooking from every angle. That’s why it cooks faster and is way healthier. You’re not killing the enzymes in the food … but when you drain all of the water out, from normal cookware, down the sink …” CUSTOMER : Out go all the vitamins / nutrients / etc.

YOU : “Yeah. Exactly. The healthiest person in the house is the kitchen sink. So goes the flavor too. That’s the final thing. You’re food really is healthier, tastes better, cooks faster, it’s really the only way to cook.

** Open cooking eggs video on phone or tablet

But here’s what’s cool. We want to help make sure that this is an investment you make for a lifetime and that you learn how to and love using it for decades. So, we have all sorts of videos and recipes online that show you exactly how to use the stuff. It’s pretty awesome actually because you can just hop online and download a recipe or watch a video. Have trouble with eggs sticking? You just go online and watch step by step how to do it without them sticking at all … all the other cookware just doesn’t do that for you. ** Skip ahead to end of video and show eggs sliding right out of pan

Look at that … we show you how to do exactly that … and it’s actually pretty easy once you learn the simple steps!! ** Open 3 course meal in one pan video

I’ll show you this one really quick too … this is how to cook the three course meal I mentioned earlier in one pan in less than 20 minutes, from start to finish. I’ll skip ahead here … ** Skip to middle of video that shows all food in one pan before lid goes on So, there is your chicken, your carrots, and your apple. All of this fits into this little pot right here.” ** Point at your sample pan

CUSTOMER : REALLY? YOU : “Now, we’re just pre-heating the pan … then throw in a little water … see how it’s dancing? That’s it. Medium to Low and you’re good to go. We do this so that the pan is ready then we go ahead and put the chicken on. No oil or any of that kind of stuff. You can see the seals form naturally from the food itself. So, then you put the chicken in there.

Then this is actually kind of cool. You can see this little glass of water right here. You see us peel a little bit of the carrot into the water. ** Skip to part of video that shows carrot peeled into glass



PRICE POSITIONING : Price Logic comes when you illustrate what they’re used to seeing in the marketplace and you help them see what makes your product and service the better value to them. ALWAYS REMEMBER :



YOU : It just shows you how much nutrients are lost in just a cold little glass of water. You can imagine after cooking for ten minutes on high heat in a ton of water how much is really lost. It literally happens almost instantly. It’s just obvious that a lot more is going to be lost if you cook and boil your foods. Look at that … it’s just crazy. That's why we don't want to use water. It just takes away the flavor and the nutrients.

Okay … so back to the chicken. Put some lemon pepper on there. So, you flip it over, put the carrots on. Put the apple on top of that. The more you add in there the better. Three quarters to full is the best way cook with one of those. You don't have to because you can cook normally too, it’s just better for you.”

YOU : “It doesn't matter. Put that on there and then we come back and talk about stuff I've already told you basically.

Then take the lid off and that's cooked. Of course, we stopped the video for twelve minutes and it cooked

everything. But the apples are baked right there. You can see as we dump the food there is a ton of juice in there just from the pan locking the moisture in.” **Skip to food being placed on plate

CUSTOMER : And that took a total of 18 minutes? YOU : “Yeah.” CUSTOMER : COOL!

YOU : “Now this is where the cleanup is. Like I said it is just super easy. It took probably less than 15 seconds to actually clean the pan. You don't really need to use a dishwater but it is dishwasher safe so that’s not a problem either.” ** Skip to part of video that shows clean-up CUSTOMER : Sounds good, that's pretty cool. YOU : “Yeah, that's why it’s one of my favorite things to cover. It can really change people’s lives. It can be passed on to generations and we actually have a lot of clients who’s children and grandchildren inherit their sets and they just keep getting passed on through the generations.” CUSTOMER : How much is it? What comes in a set? Can I buy just pieces? How do I get some? ** By this point if you’ve established a need the customer will begin asking buying questions ** Now move into Closing



CONFIRMATION QUESTIONS : Once you have found a package they like, confirmation questions are important because if you’re on the perfect package and price for them, they will say yes multiple times before you ask for the order. More importantly, if you’re NOT on the perfect package for them, they will signal this verbally or non-verbally when you ask these questions, which is your sign to begin the Drop Down Cycle in order to find that perfect package. “So, if you had this set, would you see yourself using all of these pieces?” “So, if you were to get the set today, would you see yourself doing the payments or would you just want to pay for it all at once?” * If they confirm all the way through these questions by making decisions then hand them the order form * If they do not confirm then they are still unsure about something (price or pieces) so move into the Drop Down Cycle to clarify what they’re unsure about and discover where to go next * When doing the cookware demo as part of the CUTCO Kitchen presentation, simply add the set they pick to the list and do the price confirmation question at the end after quoting the fully assembled package.

STEP 3 = CLOSING : 4 Keys : Price Position, Create Urgency, Ask Confirmation Questions and Drop Down (if necessary).

*** Don’t rush this section as too much info can confuse the client. Start with finding the best package from the four sets, then uncover if pieces influence their decision, then if prices do … Remember … ‘Listen to Learn!’ and move through the closing process based on what you learn.

YOU : “That’s the BEST part about it! See, there’s multiple brands of waterless cookware you can buy, and one

of them is made in Italy and all the rest are made in Wisconsin. One company makes two brands and the other factory is right next door and makes all the rest. They’re the one that has been around for over 100 years and they’re the premier manufacturer of this stuff … that’s why we have them make ours for us too. It’s funny because all of the brands are virtually the same but they all charge different prices so you’re really just paying for whoever’s name.

** Show price comparisons for other brands

Nowadays sets will run from ____ all the way up to ____ depending on which brand you go with. And, the BEST part is that out of ALL the brands of waterless cookware you can buy, CUTCO is the ONLY one with a forever guarantee. You can imagine how much the CUTCO Cookware, forever guaranteed set is without a discount … well, it isn’t over 15,000, it’s actually less than 10,000, and whats so cool for you is because of the ____ event, we can offer it at the the lowest price of all waterless cookware companies as well. So, the same set everyone else sells from ____ to ____, our set is only ____. Then when you get it through me, what I do for my customers is you also get ____.” ** Now ask Confirmation Questions



When presenting the different sets consider using these descriptions: The Complete Set : This set has everything you’d ever need. It includes our entire family set PLUS the add ons that most people need … the Wok which is great for stir frys, making fudge or other snack items where a lot of stirring is involved. It’s 14 1/2” wide and shaped like a bowl inside BUT flat on the bottom so you don’t need a wok stand. You also get the Griddle which is perfect for your pancakes, bacon, eggs and other breakfast meals. The Double Griddle which reaches over two burners AND can be used in the oven as a baking sheet, or on a campfire. And the Stock Pot where you’ll do all the large stews, soups and meals where you’re entertaining. You can get all of the add ons OR you can pick just the ones you need.

The Family Set : This set has all of the basic pieces you’ll need for all the family meals. It comes with your small, medium and large frying pans for sautéing veggies, cooking eggs, meats, etc. Then you get your small, medium and large sauce pans where you’ll cook things the waterless way when you’re doing sauces, veggies, and when you’re making things like pasta, rice, etc. Then you get your large and small skillets where you’ll do any of the family meals that require multiple ingredients. And you get the Dutch Oven which is where you’ll do small batches of soups, casseroles, roasts, chickens, small turkeys, etc. You also get the High Dome Baking Dish which is a lid for the Dutch Oven and the large family skillet. And you get the Steamer and Double Boiler all as part of the package.

The Medium Set : This set is for people who don’t do a ton of cooking but want what they can get by with. It has everything in the Family Set except for the large fry pan, the medium sauce pan, the small skillet and the double boiler.

The Starter Set : This set is for people who don’t cook at all or for people who are just cooking for one or just starting out. It’s a great starter set because it gives you the pieces that are absolutely necessary when preparing many types of meals.



** For the customer who already has Waterless Cookware use this approach.

STEP 2 = SOLVING :

4 Keys : Establish Credibility, Make Emotional Connections, Introduce a Solution, and Confirm YOU : “The next part of the CUTCO Kitchen is the Waterless Cookware. I don’t know if you’ve ever heard of waterless cookware or not …” CUSTOMER : YES! YOU : “Have you ever cooked with it before?” CUSTOMER : Yes I have some. YOU : “That’s awesome!! That’s something you’re going to have for the rest of your life and it’s such a great investment. What do you like best about it? ** here they’re reminding themselves why they’re sold on the cookware Is there anything you’ve had a challenge with that I may be able to help you with?” ** here you’re finding out if there are any objections you need to overcome ** add value by solving a struggle; teach a technique, the 3 rules, etc


*** Don’t rush this section as too much info can confuse the client. Start with finding out what option would be best for them by asking quality questions. Remember … ‘Listen to Learn!’ and move through the closing process based on what you learn.

YOU : “Just so you know, there are multiple brands of waterless cookware you can buy and one of them is made

in Italy and all the rest are made in Wisconsin. One company makes two brands and the other factory is right next door and makes all the rest. They’re the one that has been around for over 100 years and they’re the premier manufacturer of this stuff. It’s funny because all of the brands are virtually the same but they all charge different prices so you’re really just paying for the name. Nowadays sets will run from ____ all the way up to ____. And, the BEST part is that out of ALL the brands of waterless cookware you can buy, CUTCO is the lowest priced … by a lot actually. So, if you’ve ever thought about adding to your set, CUTCO would be the best way to go simply because you get the same quality at the lowest price guaranteed.

** Now ask Questions to determine if you should close on another set, or individual pieces or a 3pc special

So, what are your favorite pieces? Have you ever thought about getting a second one? Have you ever thought, “I wish I had a pan for this? Or I wish I had a pan for that?” Which of these are you missing from your set here that could help out with your cooking?”

© 2009 – present --- Vast Action, Inc. --- www.VastActionInc.com --- This document is intended for use only by the individual or entity of which it is addressed and contains information that is privileged, confidential, and protected from disclosure under applicable law. The reader agrees to not copy without written approval.

PRICE POSITIONING : Price Logic comes when you illustrate what they’re used to seeing in the marketplace and you help them see what makes your product and service the better value to them.

ALWAYS REMEMBER :



STAINLESS FLATWARE SCRIPT ALWAYS REMEMBER :

x Memorize the approach. It's works. Repetition is the mother of all mastery ... so practice it and know it inside and out ... selling is the same regardless what you're selling ... it's about Engaging, Solving and Closing.

x Show the flatware to everyone. Have sample pieces in your demo kit so they can feel it and see it. The more you show it the more you’ll sell it.

x Use your samples or buy a set for yourself. The more you use it the more you'll believe in it. I started with one set and now I have three. I use the traditional as my every day, the stainless as my special occasion and I even carry an extra set in my cooler and on the road when I travel. The flatware is awesome and you should pony up the cash to invest in it … you’ll make your money back right away.


YOU : “Most people tell us that what they really don’t like about their flatware is if it goes in the garbage

disposal they have to throw it away, OR they never really use the good stuff … like Grandma’s silver … because they don’t want to put in the work to polish it all before using it, OR they lose pieces over the years and then when they go to replace those pieces they can’t find replacements because flatware companies are always discontinuing and redesigning their stuff. So, it ends up that most people are buying new sets over and over OR they’re settling for mismatched or incomplete sets of flatware and just giving up really. So, what our customers love about the CUTCO flatware first off is you’ll notice its light weight BUT also heavy duty. We don’t make the handles super heavy so they don’t fall out of an empty bowl OR slide into your plate of food when you set them on there. Also, it’s guaranteed Forever just like everything else we make … so if the garbage disposal attacks something, you can just send it in for replacement. And there’s no maintenance to it because it’s 18/10 Stainless Steel … which is considered the best material in the industry … which means it won’t tarnish, bend, break or rust AND it’s dishwasher safe! Plus, we made a very simple, timeless design, so that 20, 30, 40, 50 years from now it will still be in style. So, we don’t have to, and don’t plan to change it … and we sell individual pieces … this way if you lose a piece or two you can always buy replacements and they will always match!”


CONFIRMATION QUESTIONS : Confirmation questions are important because if you’re on the perfect package and price for them, they will say yes multiple times before you ask for the order. More importantly, if you’re NOT on the perfect package for them, they will signal this verbally or non-verbally when you ask these questions, which is your sign to begin the Drop Down Cycle in order to find that perfect package. “So, if you had this set, would you see yourself using all of these pieces?” “So, if you were to get the set today, would you see yourself doing the payments or would you just want to pay for it all at once?” * If they confirm all the way through these questions by making decisions then hand them the order form * If they do not confirm then they are still unsure about something (price or pieces) so move into the Drop Down Cycle to clarify what they’re unsure about and discover where to go next * When doing the flatware demo as part of the CUTCO Kitchen presentation, simply add the set they pick to the list and do the price confirmation question at the end, after quoting the fully assembled package.


*** Don’t rush this section as too much info can confuse the client. Start with finding the best package from the four sets, then uncover if pieces influence their decision, then if prices do … Remember … ‘Listen to Learn!’ and move through the closing process based on what you learn.

YOU : "________, I've been doing this for ____ years now and I can honestly say that the special we're

running on this flatware right now is the BEST special I've ever seen Cutco do. If you shop around for flatware like this you'd have to go to stores like Williams Sonoma, Pottery Barn or other high end cooking stores. Flatware like this, 18/10 stainless, etc will run you anywhere from $200 - $300 per place setting. The great thing about CUTCO is that since we don't sell on TV or in stores, like everything else, we can offer you the same quality for a much better value price wise. So, our retail price is $_____ per place setting (with one knife). Most people choose place settings for 12 so the retail cost for that is about $_____. Shop around for a nice chest to store it in that will run you anywhere from $75 - $150. Add on the serving set to go with it for another $_____ and your total investment is around $_____. Well, here's the great thing. With the special we're running right now if you buy the 12 place settings you get them for _____ PLUS we give you the cherry wood chest lined with velvet for storage for FREE (only if this special is being offered). So, that brings your total price down from around $_____ to only ______ so your total savings is over $___ which is over ___% off. You can also split the whole thing over up to 5 payments which makes it (grab your calculator and punch in the tax) _____ per month for the next 5 months. I don't know if you're in the market for flatware today or not, but I can guarantee you that this would be the last set of flatware you'd ever have to buy! ** This is Price Positioning

YOU : “And for my customers who buy the set from me I’m also including the matching Stainless Serving set for

for no additional charge! So, you end up getting all 12 place settings, the storage chest, and the matching serving set for only _____ which is only ____ today and you save a total of _____% off!” ** This is Urgency

** Now ask Confirmation Questions and Drop Down if necessary


Flatware Comparison

Couzon Stainless Flatware

5 piece place setting- $110

12 settings - $1320

Fusain/Avignon Nervure Palace Silhouette Nicola Valpelto (Italian) Escuis (French) Vietri Classic Pewter Flatware 5 piece place setting - $145 5 piece place setting - $207 5 piece place settings - $268 12 settings - $1740 12 settings - 2484 12 settings - $3216

Features and Benefits of CUTCO Flatware

x Heavy Gauge x Won’t bend and holds its shape x Tapered Spoons x Feels smooth and expensive x Finished Tines x Bacteria won’t collect between the spaces x Stainless 18/8: 18% chrome, 8% nickel x Highest quality steel. No need to polish x Ergonomic Handle x Matches other cutco products, fits the hand

x One Piece Construction x No glue to pull out or fall apart x Liberal Replacement policy x Forever Guarantee x No Fear of Discontinuation x Lifetime replacement

Brian Carter District Manager

Steak Knife PromotionThe most effective way to sell Steak Knives is to position them as an up-sell after the customer has decided to purchase a set. Introduce them during your demo, but close them after they have said "yes". No matter what set they pick out, follow the same approach to up-sell to Steak Knives.

Introduction - "Mrs. Jones you have two options on Table Knives or Steak Knives with your set. The Table Knife is the smaller "budget option" you cut the leather with, the Steak Knife is another popular choice. Let me show you the difference.

Position Steak Knives vs. Table Knives• Both are made with the same best-in-class materials and steal• Same famous DD edge, so both will cut great and stay sharp for years and years• Both are also covered by the Forever Guarantee so they'll be the last ones you ever need to

buy

Transition - "I am confident you'll be happy with either one, but I do want to share why so many customers prefer the Steak Knives."

Benefits of Steak Knives (Use 3rd Party Examples)• Larger Form Factor - A lot of our customers prefer the larger form factor of the Steak Knives.

With that great handle they're perfect for smaller hands, but feel more substantial for people with larger hands. It's like a TV: you can get by with a 24 inch, but most people want something a bit bigger.

• Better Appearance - The Steak Knives are a little dressier. You can use them with confidence every day, but when you do have a special occasion they have that restaurant quality. Many of our customers also feel like the appearance matches their expectation for a high quality set.

• Price - Even though they have three times as much steel, they don't cost three times the price. You just pay the difference in materials ($39 vs $69).

• Function - Honestly Mrs. Jones, there aren't any jobs the Table Knives do that the Steak Knives don't, but there are some times I've pulled out my Steak Knives where the Table Knives would be a little too short.

ClosingIf you think you'll want them eventually and it fits the budget, it just makes sense to get them now when I can offer you that great discount. So considering we're getting you a set to use for the next 30, 40, 50, 60 years; which would you prefer?

<No matter what they select, reassure them they are making a wise choice and move on>

CRUCIAL NOTE: The Steak Knives only fit in the Sig and Ult block. If they want a Homemaker or smaller with Steak Knives, write up the basic set and let them know the Steak Knives will go in a drawer since they are not made to fit in the block. Make sure you mention that, but as a casual point.

! [email protected]!

©"2009"–"present"---"Vast"Action,"Inc."---"www.VastActionInc.com"---"This"document"is"intended"for"use"only"by"the"individual"or"entity"of"which"it"is"addressed"and"contains"information"that"is"privileged,"confidential,"and"protected"from"disclosure"under"applicable"law.""The"reader"agrees"to"not"copy"without"written"approval.""For"additional"quality"training"content"visit"www.VastActionInc.com" ! Page!1!

CUTCO%KITCHEN%ALWAYS%REMEMBER%:!

• Focus!on!tying!people!into!concepts!vs!just!pieces.!!The!CUTCO!Kitchen!concept!makes!sense!to!people!when!you’re!uncovering!and!relating!to!the!issues!most!people!deal!with,!showing!how!CUTCO!solves!those!issues,!then!confidently!presenting!the!components!of!that!concept.!!!

• Do!a!really!great!demo!on!each!component!of!the!kitchen.!!Knife!sets,!Cookware!and!Flatware.!!Know!your!products!in!and!out!AND!know!why!people!generally!dislike!what!they!already!have.!!!!

• Close!confidently.!!It’s!a!big!investment!and!not!everyone!WILL!make!it.!!But!if!you!do!a!great!job!presenting!it!AND!have!confidence!when!closing,!then!most!people!will!WANT!to!make!the!investment.!!At!that!point!it’s!just!about!asking!great!questions!and!dropping!down!to!find!the!best!package!for!them.!!Then!make!a!follow!up!plan!to!help!them!continue!to!complete!their!kitchen!as!they!are!comfortable!doing!so.!

!%

STEP%2%=%SOLVING%:!!! ! 4!Keys!:!!!Establish!Credibility,!Make!Emotional!Connections,!Introduce!a!Solution,!and!Confirm!!!THE!CUTCO!KITCHEN!SOLUTION!:!% YOU%:!! ! So,!this!is!where!we!got!the!idea!for!CUTCO.!!!! ! ! ! **!While!showing!Junk!Knife!page!!! ! ! Do!you!have!any!drawers!in!your!kitchen!full!of!stuff!you!don’t!really!use!that!much?!!!!! CUSTOMER%:! Yeah!…!I!have!like!19,000!of!them,!duh!!!!

YOU%:!! Right.!!And!how!does!it!feel!having!to!buy!kitchen!stuff!over!and!over!again?!!How!would!you!feel!if!you!were!able!to!buy!all!of!your!kitchen!stuff!once!and!never!have!to!replace!it!again!the!rest!of!your!life?!!Well,!I’ve!been!in!over!_____!homes!now!and!what!is!common!for!everyone!is!we!all!have!the!drawer!full!of!knives!and!trinkets,!the!cupboard!full!of!cookware,!the!mix!matched!flatware,!three!ice!cream!scoops,!five!can!openers!…!you!get!what!I!mean!right!…!it’s!crazy!!!!It’s!like!we!spend!this!money!over!and!over!and!over!only!to!end!up!with!a!bunch!of!stuff!we!don’t!use!or!like.!!All!the!stuff!is!made!in!other!countries!and!it’s!clogging!up!our!kitchen!!!!This!is!basically!how!almost!every!other!company!that!makes!kitchen!products!survives.!!!

CUSTOMER%:! I!know!what!you!mean.!!!!YOU%:! ! See!at!CUTCO!our!mission!is!to!solve!that!problem!for!our!clients!because!we!believe!life!shouldn’t!have!!

to!be!like!that!at!all.!!We!believe!you!should!be!able!to!buy!something!once,!feel!good!about!supporting!an!American!company,!and!always!be!happy!with!and!use!what!you!get!because!you!can!be!confident!that!it’s!Best!In!Class!quality!and!it’s!practical.!!This!is!why!most!of!our!customers!are!working!on!building!out!what!we!call!the!CUTCO!Kitchen.!!The!CUTCO!Kitchen!takes!care!of!everything!for!you,!your!knife!set,!your!cookware!set,!your!flatware,!and!all!of!your!gadgets,!serving!pieces,!and!accessory!items.!!And!because!of!the!guarantee!you!spend!the!money!only!once!and!never!have!to!spend!it!again.!!It’s!an!awesome!way!to!just!clean!out!all!of!your!drawers!and!get!your!kitchen!back!…!which!really,!It!Just!Makes!Sense.!!!!

% %



SECRET%TIP%#1:! ! Most"clients"are"totally"open"to"this"and"will"enjoy"seeing"it.""However,"if"they"are"a"“get"to"the"point;"I"don’t"have"a"lot"of"time;"I"just"want"to"buy"pieces”"type"of"customer,"they"will"indicate"that"to"you"right"here.""Always"remember,"Mirroring"and"Matching"a"client"is"a"sign"of"great"salesmanship.""If"they"are"this"type"of"client,"simply"shift"gears"and"do"a"quick"review"of"everything"below"and"go"from"there.""

!

%YOU%:% Now,!sometimes!people!will!just!invest!in!the!whole!thing!all!at!once!because!that’s!where!you’ll!get!the!

best!deal!…!the!more!you!buy!the!more!you!save!!!!Sometimes!people!want!to!build!it!out!in!chunks!over!time.!!Either!way,!what!I!usually!like!to!do!is!just!show!you!all!the!parts!of!the!kitchen,!then!you!can!tell!me!what!you’ll!use!or!eventually!want!and!we!can!make!a!plan!for!how!you!want!to!get!there.!!

!**!For!a!DEMO,!now!cut!rope,!explain!CUTCO,!review!Forever!Guarantee.!!Then!transition!to!Knife!Set!Approach!**!For!a!SERVICE!CALL,!review!guarantee.!!Then!transition!into!Knife!Set!Upgrade!Approach!!!!!!!!!KNIFE!SET!TRANSITION!:!

YOU%:! ! “So,!let’s!start!with!the!knife!sets.!!Have!you!ever!bought!a!set!of!knives!before!not!really!knowing!what!!you’re!actually!getting!then!found!that!you!really!only!used!one!or!two!pieces!from!it?!!And!how!did!that!feel?!!What!do!you!think!it!would!feel!like!if!you!actually!were!able!to!pick!the!size!set!that!best!fit!your!cooking!style!AND!you!were!able!to!customize!it!to!have!exactly!what!you!would!use?!!!

!!! CUSTOMER%:!! “That!would!be!super!cool!”!!!!! YOU%:!! ! “Right,!that’s!why!our!customers!LOVE!doing!a!knife!set!with!CUTCO.!!We!offer!you!multiple!options!for!!

size!AND!if!a!set!has!pieces!in!it!you!wouldn’t!use!then!we!can!customize!it!to!fit!exactly!what!you!need.!!So,!what!I’ll!do!is!show!you!our!four!most!popular!sets!and!you!can!tell!me!which!appeals!to!you!most.!!And!if!none!of!them!do!then!we!can!look!at!some!other!options!but!I’m!sure!one!of!these!will!work!for!you.”!!!!

!YOU%:! ! “So,!these!are!our!four!most!popular!sets!(show!specials!sheet).!!This!one!is!our!complete!set.!!It!comes!!

with!every!knife!you’ll!need!the!rest!of!your!life.!!It!has!you!paring!knives,!bbq!knives,!boning!knife,!and!everything!you’ll!need!if!you!cook!a!lot!or!entertain!and!it!has!12!knives!in!the!bottom.!!It’s!normally!_____!worth!of!stuff!but!our!approved!special!for!it!is!only!____.!!!This!is!our!family!set!which!covers!all!the!bases!if!you!do!a!lot!of!family!cooking!and!it!has!10!knives!in!the!bottom.!!It’s!normally!_____!worth!of!stuff!but!our!approved!special!for!it!is!only!____.!!This!is!our!basic!set!which!is!perfect!if!you’re!just!a!basic!cook!because!it!has!just!the!basic!tools!and!8!knives!in!the!bottom.!!It’s!normally!_____!worth!of!stuff!but!our!approved!special!for!it!is!only!____.!!And!this!is!just!our!starter!set!for!people!who!just!use!a!few!knives!or!who!only!want!to!budget!a!little!for!the!knives!right!now.!!it’s!normally!_____!worth!of!stuff!but!our!approved!special!for!it!is!only!____.!!So,!considering!you’ll!use!these!almost!every!day!for!the!next!10,!20,!30,!40+!years!and!you’ll!never!have!to!worry!about!replacing!or!sharpening!your!knives!again!because!we’ll!take!care!of!all!of!that!for!you,!when!you!think!about!the!cooking!ayou!do!at!home!and!your!budget,!would!you!be!more!of!a!complete!set,!family!set,!basic!set!or!starter!set!type!of!household?”!! **!Write!down!the!set!they!choose!

**!If!they!need!to!see!what’s!in!the!set!to!decide,!use!“Do!you!ever”!questions!to!help!them!understand!what!is!in!each!set!and!how!they!will!use!them!to!build!confidence!in!a!choice!

!!



!KNIFE!SET!UPGRADE!TRANSITION!:!YOU%:!! ! “So,!here’s!the!catalog!!!Now,!what!you!have!here!already!is!actually!what!many!of!our!customers!like!to!start!with!!

! **!Doesn’t!matter!if!it’s!a!3pc!special!or!a!homemaker,!this!line!is!used!and!applies!!

What!most!of!MY!clients!are!working!on!with!the!knives!is!building!out!the!rest!of!their!set.!!And!what’s!cool!for!you!is!we!have!what!we!call!our!Upgrade!Program!where!you!can!actually!keep!the!knives!you!have,!we!figure!out!what!extra!ones!you’d!use!or!want!to!have,!and!then!we!fit!them!to!a!block!with!steak!knives!for!you!so!your!knife!set!is!done!and!you!have!everything!you!need.!!Plus,!since!you’re!a!CUTCO!owner!what’s!best!is!you!get!to!customize!your!upgrade!so!it!has!exactly!what!you!would!use.!!!

! ! ! ! !So,!let’s!go!ahead!and!look!at!the!knives!you!don’t!have.”!!!

**!Use!the!Ultimate!Upgrade!Approach!from!the!CUTCO!Owner!Script!to!build!value!in!the!Upgrade!and!!determine!which!upgrade!option!would!be!best!for!them!

! !**!Now!transition!to!CUTCO!Cookware!Approach!!!!CUTCO!COOKWARE!TRANSITION!:!%YOU%:!! ! “The!next!part!of!the!CUTCO!Kitchen!is!the!Waterless!Cookware.!!I!don’t!know!if!you’ve!! ! ! !! ! ever!heard!of!waterless!cookware!or!not!…”!!CUSTOMER%:! NO!!!YOU%:! ! “Oh,!well!this!is!my!favorite.!!People!that!like!CUTCO!Knives,!LOVE!CUTCO!cookware.!!It’s!actually!one!of!!

our!original!products!from!back!in!the!40s!and!50s.!!!It’s!really!interesting!because!it!forms!a!seal!and!no!other!cookware!does!…!like!a!vapor!seal.!!Have!you!ever!heard!of!the!vapor!seal!before?!!I’m!not!going!to!cook!with!It!…!I’m!just!going!to!put!a!little!water!in!it.!!!

! ! ! **!See!the!CUTCO!Cookware!Approach!!**!Now!transition!to!CUTCO!Stainless!Flatware!Approach!!

!

CUTCO!STAINLESS!FLATWARE!TRANSITION!:!YOU%:!! ! “The!next!part!in!the!CUTCO!Kitchen!is!the!Flatware.!!Most!people!don’t!know!this!BUT!we’re!one!of!the!!

last!companies!that!makes!their!flatware!here!in!the!USA.!!Everyone!else!has!gone!overseas!!!Plus,!like!everything!else!we!make,!this!is!Best!In!Class!quality.! !**!See!the!CUTCO!Flatware!Approach!

!**!Review!remainder!of!the!catalog!and!make!note!of!other!items!they!show!interest!in!(Gifts,!Gadgets,!Outdoor,!etc)!!!

**!Now!move!into!CLOSING!%%



PRICE%POSITIONING!:!Price"Logic"comes"when"you"illustrate"what"they’re"used"to"seeing"in"the"marketplace"and"you"help"them"see"what"makes"your"product"and"service"the"better"value"to"them."%ALWAYS%REMEMBER!:!

• Recognize"the"general"range"of"what"else"is"available"and"the"costs"associated"• Explain"what"additional"value"the""client"gains"by"choosing"you"• Then"go"over"your"prices"

!

“Always show your value before showing your price!” -Zig!Ziglar!–!Sales!Training!Legend

%%%%%%%%%STEP%3%=%CLOSING%:%! 4!Keys!:!!!Price!Position,!Create!Urgency,!Ask!Confirmation!Questions!and!Drop!Down!(if!necessary).!!

***!Don’t!rush!this!section!as!too!much!info!can!confuse!the!client.!!Remember!…!‘Listen!to!Learn!’!and!move!through!the!closing!process!based!on!what!you!learn.!!!!

PRICE!POSITIONING!FOR!A!DEMO":"YOU%:! “Have!you!ever!priced!high!quality!knives!cookware,!or!flatware!before?!!Well,!just!like!anything!else!

there’s!a!wide!range!of!quality!and!prices!available.!!You!can!buy!cheap!stuff!at!discount!stores!or!go!to!really!nice!stores!and!buy!stuff!that!costs!quite!a!lot.!!So,!here!are!our!closest!competitors!in!quality!and!their!pricing!(show!knife,!cookware,!and!flatware!comparisons).!!What’s!most!interesting!is!that!most!of!what!you’re!paying!for!here!is!the!names.!!You!can!see!that!to!outfit!your!kitchen!with!the!best!knives,!cookware!and!flatware!from!other!brands!you’d!have!to!spend!a!bunch!of!time!putting!it!all!together!from!different!places!and!end!up!spending!around!______.!!!And!see,!with!CUTCO,!most!people!expect!we’re!going!to!cost!a!lot!more!because!we!have!the!best!quality,!best!service!and!best!warranty!in!the!industry.!!But,!because!we’re!American!Made!and!we’re!not!sold!in!stores,!we!don’t!actually!cost!as!much!as!our!competitors.!!In!fact!we’re!much!less!when!you!look!at!everything!all!together.!!When!you!invest!in!the!CUTCO!Kitchen!you!can!see!here!(show!the!CUTCO!Kitchen!Specials!Sheet)!that!you!can!get!a!complete!knife!set,!complete!legacy!cookware!set,!and!the!full!set!of!flatware!for!only!_____.!!Then,!what’s!really!great!is!because!I’m!______________!right!now,!I’m!running!some!really!great!deals!so!I!can!guarantee!you!best!pricing!on!everything.!!So,!if!you!wanted!to!get!the!kitchen!today!…!which!is!totally!up!to!you!of!course,!I!can!actually!_______!and!get!you!the!entire!package!for!only!_____.!!Plus,!here’s!the!best!part.!!We’re!VERY!loyal!to!our!clients!because!we!know!you’re!investing!with!us!for!your!lifetime!and!we!know!you’re!going!to!love!this!stuff!once!you!have!it.!!So,!we!actually!let!you!split!your!order!up!into!2,!3!or!5!payments.!!It’s!great!because!there’s!no!interest,!no!financing,!no!credit!check,!no!layaway.!!We!just!split!it!up!as!a!service!and!charge!your!credit!card!or!checking!account!once!a!month!automatically!and!ship!everything!to!you!right!away!!!It’s!great!because!it!just!makes!it!easier!on!the!budget!and!you!can!get!more!of!what!you!want!all!at!once!and!get!a!great!deal!on!it!!!So,!if!you!did!it!in!2!payments!it!would!only!be!half!that!(point!at!the!total!price)!or!if!you!do!three!payments!it’s!only!_____!or!five!is!almost!half!that!…!only!_____.!!Which!that!breaks!down!to!only!____!per!day!for!the!next!5!months,!then!it’s!paid!for!and!you’ll!never!have!to!buy!_____!again!(knives,!cookware,!flatware,!etc)!…!unless!of!course!you!decide!to!get!(more)!gifts!!!!!!!

! ! ! **!Now!ask!Confirmation!Questions"!



!PRICE!POSITIONING!FOR!A!SERVICE!CALL!:!%YOU%:! Okay,!______,!so!what!I’ll!do!here!is!I’ll!go!ahead!and!price!this!all!out!for!you!so!you!can!see!what!

you’re!looking!at!to!finish!your!CUTCO!Kitchen!% % % **!Quote!everything!on!wishlist!…!regardless!what!they’ve!said!about!what!they!will!or!won’t!buy!! ! ! **!People!buy!what’s!in!front!of!them,!especially!when!they!can!do!payments!and!it’s!a!good!deal!! ! ! **!Write!retail!price,!package!price,!savings,!payment!breakdown!and!note!extras!you’ll!be!throwing!in!

! !YOU%:!! ! So,!I!want!to!show!you!this!because!I!think!you’ll!really!like!it.!!Now,!if!you!were!to!buy!all!this!from!any!!

of!the!other!brands!out!there!that!offer!similar!quality!to!CUTCO!you’re!going!to!spend!literally!almost!______!just!to!get!knives,!cookware,!and!flatware.!!I!mean,!just!a!good!set!of!waterless!cookware!can!cost!you!over!_____!by!itself.!!You!can!even!see!the!best!brands!here!(show!comparison!sheets)!and!you’d!have!to!go!shop!multiple!different!places!and!spend!a!ton!of!time!finding!it!all.!!And,!I’m!sure!you’re!also!used!to!seeing!CUTCO!in!the!Catalog,!with!the!college!students!who!sell!it,!or!online,!or!maybe!you’ve!even!seen!the!email!specials!that!get!sent!out.!!!The!cool!thing!is!while!you!can!get!a!little!bit!of!a!deal!here!or!there!with!those!different!ways!of!buying!CUTCO,!what’s!great!about!working!with!ME!is!I!can!make!sure!you’re!always!getting!the!best!deals!and!a!package!customized!to!your!specific!needs!anytime!you!want!to!order.!!Plus!I!keep!track!of!anything!you’re!keeping!in!mind!for!the!future!too.!!I’m!able!to!do!this!because!I’m!a!full!time!distributor!which!you’re!not!going!to!be!able!to!find!all!of!the!time.!!So,!_____!here’s!what!you!wrote!down.!!!!

! ! ! **!Review!everything!on!the!list!so!it’s!clear!and!fresh!!YOU%:% ! And!what!I!did!here!was!I!priced!it!out!if!you!were!to!do!the!full!Kitchen!Upgrade.!!We’ll!start!there!and!!

then!you!can!tell!me!if!we!need!to!look!at!something!bigger!or!something!smaller!or!if!this!is!just!right!!!So,!the!retail!price!of!everything,!if!you!were!to!buy!it!off!our!website,!or!out!of!our!normal!catalog,!would!be!______!and!after!tax!would!be!______.!!Now,!the!best!part!is!that!when!you!buy!it!in!a!package!like!this!you!automatically!save.!!So,!the!normal!CUTCO!Kitchen!is!_____!(show!CUTCO!Kitchen!Specials!Sheet).!!But,!since!you’re!doing!an!upgrade!it!actually!only!costs!you!_____!instead.!!Now,!if!you!wanted!to!get!it!ALL!today!…!which!of!course!is!totally!up!to!you!…!if!you!were!to!get!it!all!today!since!I’m!working!on!______!and!you’d!be!helping!me!out!toward!that,!I!could!do!______,!which!is!_____!after!tax!and!a!total!savings!of!______.!!Plus,!the!great!thing!is!that!since!you’re!a!CUTCO!owner,!we’re!very!loyal!to!our!clients!so!we!actually!let!you!split!it!over!2,!3!or!5!payments!if!you!want.!!Now,!you!don’t!have!to!do!the!payments!but!I’ll!tell!you,!almost!all!of!my!customers,!including!my!millionaire!clients!usually!do!it.!!Mainly!because!there’s!no!interest,!no!financing,!no!credit!check!and!it’s!not!layaway.!!We!simply!split!the!order!up!as!a!service!and!automatically!charge!your!credit!card!or!your!checking!account!once!a!month!for!2,!3!or!5!months.!!It’s!great!because!it!just!makes!it!easier!on!the!budget!and!you!can!get!more!of!what!you!want!all!at!once!and!get!a!great!deal!on!it!!!So,!if!you!did!it!in!2!payments!it!would!only!be!half!that!(point!at!the!total!price)!or!if!you!do!three!payments!it’s!only!_____!or!five!is!almost!half!that!…!only!_____.!!Which!that!breaks!down!to!only!____!per!day!for!the!next!5!months,!then!it’s!paid!for!and!you’ll!never!have!to!buy!_____!again!(knives,!cookware,!flatware,!etc)!…!unless!of!course!you!decide!to!get!(more)!gifts!!”!! **!Now!ask!Confirmation!Questions!!

!!!!!!



CONFIRMATION%QUESTIONS!:!Once"you"find"an"offer"they"like,"confirmation"questions"are"important"because"if"it’s"the"perfect"offer"and"price"for"them,"they"will"say"yes"multiple"times"before"you"ask"for"the"business.""More"importantly,"if"you’re"NOT"on"the"perfect"offer"for"them,"they"will"signal"this"verbally"or"non-verbally"when"you"ask"these"questions.""This"is"your"sign"to"begin"the"Drop"Down"Cycle"in"order"to"find"that"perfect"offer."""!So,!If!you!were!to!do!this!today!would!you!see!yourself!using!all!of!this?!!!!And,!if!you!were!to!do!this!today,!what!color!would!you!want!your!stuff!in?!!How!about!the!block!(if!applicable)?!!!!And!if!you!were!to!do!this!today,!would!you!see!yourself!doing!it!all!at!once!OR!do!you!like!the!idea!of!splitting!it!over!the!payments?!!!!*%If%they%confirm%all%the%way%through%these%questions%by%making%decisions%then%they’re%ready%to%do%business.%%*%If%they%do%not%confirm%then%they%are%still%unsure%about%something%(prices%or%parts)%so%move%into%the%Drop%Down%Cycle%to%clarify%what%they’re%unsure%about%and%discover%where%to%go%next%!

SECRET%TIP%#2:! ! Not"everyone"will"want"to,"can"afford"to,"or"will"need"a"full"CUTCO"Kitchen"at"this"very"time"and"that’s"okay.""What"this"approach"does"is"sets"you"up"to"begin"shifting"the"customer’s"mindset"toward"the"bigger"picture"of"what’s"possible"for"them"with"CUTCO"and"help"it"all"make"sense.""In"turn,"you"will"sell"more"upgrades,"cookware"sets,"flatware"sets"and"package"deals"as"a"result"and"they"will"have"bigger"wish"lists"and"a"better"motivation"to"complete"those"wish"lists."""

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SECRET%TIP%#3:! ! The"additional"Sales"Mastery"Formula"steps"apply"regarding"Drop"Down"Cycle,"Up-Serving"and"The"Famous"Let"Go.""Be"sure"to"apply"the"same"principles"to"continue"personalizing"and"maximizing"the"value"the"customer"receives"in"order"to"complete"the"Best"In"Class"experience"for"them."""

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Comparison Pricing

Knife Set Cookware Set

Kitchen System(113 Total Pieces)

Normal Price $12,863

Discount Package$9,876

12 Flatware Place Settings

0

*Prices based on various retailers as of July 2016


PRICE POSITIONING : Price Logic comes when you illustrate what they’re used to seeing in the marketplace and you help them see what makes your product and service the better value to them. ALWAYS REMEMBER :



WELLNESS MAT SCRIPT ALWAYS REMEMBER :

x Memorize the approach. It's works. Repetition is the mother of all mastery ... so practice it and know it inside and out ... selling is the same regardless what you're selling ... it's about Engaging, Solving and Closing.

x Show them to everyone ... have a sample piece in your demo kit and a full mat in your car. When on appts grab the full mat IF they NEED to see / feel it. Always lay the full mat out at your shows.

x Use them ... STANDING IS BELIEVING ... the more you use it the more you'll believe in it. I started with one and now I have 6. I use them in the bathrooms, kitchen, at my shows, in the office, etc. They are awesome and you should pony up the cash to invest in them just like you did with your CUTCO.

x Don't let the commission get in the way ... I'd rather make 30% on 100 cpo than 50% on 0 cpo. You're in sales so don't let your ego and 50% commission stand in the way of introducing your clients to another Best In Class product that they NEED in their homes.


YOU : "Now I have to show you the newest addition to the CUTCO Family or Products. They say standing is

believing so stand on this and tell me what you think (toss sample piece on floor OR have them stand on full mat at booth). Doesn't that feel great?!? These are called Wellness Mats and they're considered the CUTCO of comfort mats. Do you ever feel pain in your legs or back from standing on hard floors at work or around the house? Well, that's why a lot of people nowadays are putting down mats or rugs where they stand a lot. The trouble with most mats is that they're almost always made in China and they only last a couple of years before they need to be replaced. These mats are Made in the USA and they'll last for over a decade in the home typically. Also, most mats are made out of gel or memory foam so you sink into them which means you're really just standing on the floor with a little bit of padding. These are made from a solid piece of polyurethane which is why it feels like you're standing on a cloud. You're actually being suspended in the air and it takes all the pressure off your lower vertebrae and your legs so they're super comfortable. What I like about them is the warranty. They're guaranteed to not curl on the edges so they'll always lie flat (fold in half and let spring back flat) which means you won't stub your toes and shouldn't trip on them. They also won't absorb anything so they're antimicrobial and are very very easy to clean. What do you think of them?"

** Share your personal story about them. ** Now move into closing


SECRET TIP : When clients begin asking questions this is usually a sign that they are interested. Questions like, “How much are they? What sizes are they? What colors do they come in? Can I buy just one? Can I buy a set?” These, and many more questions are buying questions. This is always a great sign to move into Closing.

CONFIRMATION QUESTIONS : Once you have found something they like, confirmation questions are important because they get the client making decisions before you actually ask for the order. More importantly, if you’re NOT on the perfect package for them, they will signal this verbally or non-verbally when you ask these questions. This is your sign to begin the Drop Down Cycle in order to find a different offer that works better. “So, where around the house would you see yourself using these?” “What sizes and colors do you like the best?” “So, if you were to get these today, do you like the idea of doing the payments or would you just want to pay for it all at once?” * If they confirm all the way through these questions by making decisions then hand them the order form * If they do not confirm then they are still unsure about something (price or pieces) so move into the Drop Down Cycle to clarify what they’re unsure about and discover where to go next When doing the Wellness Mat demo as part of the CUTCO Kitchen presentation, simply add the mats they pick to the list and do the price confirmation question at the end, after quoting the fully assembled package.


*** Don’t rush this section as too much info can confuse the client. Start with finding the best package for them from the available options … Remember … ‘Listen to Learn!’ and move through the closing process based on what you learn.

CUSTOMER : "How much are they?" YOU : "Well, I think the price is the best part about them. See the #1 selling mats sold in stores are called Gel Pros and they're sold at Bed Bath and Beyond. People buy them all day everyday and they're $_____a piece. They're made in China and last about 3-4 years for most people. With the Wellness Mats you're getting American made, a warranty, they last so much longer and are 10x more comfortable … and they're only _____. So, just a few dollars more. And what I'm doing for my clients is if you get 1 mat you can split it over 2 payments, if you get 2 mats you can do 3 payments and if you get 3 or more mats you can do it over 5 payments. Also, for every 3 mats you buy you can get up to $___ in CUTCO to go with them for free. ** Now ask confirmation questions

cutco events advanced scripts - sec fairs & shows · 2020. 10. 26. · positioning cutco as the...

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