www.NJLegacyRep.com

Additional Resources / Improve / Learn Virtual Demos / Divisional Calendar / And More!

www.Cutco.com

Product information

www.VectorConnect.com

Order Entry / Commission checks / Customer database / Learning Library

100 Demo Countdown!

☆DON’T FORGET TO CALL AFTER EVERY DEMO!

TIPS FOR YOUR DEMO

Follow the Manual

Cut a lot of Food!
Have Fun!

Best place for demos is the kitchen: Cooking environment / Junk knives handy / No distractions
Best to show husband and wife together if possible.
Pennies made after 1983 are softer and easier to cut!
Customers should do all food cutting and cut rope / leather. You cut the penny!
It’s okay to bring food to the demo as well as asking your customer for food
- Soft foods: tomatoes or grapes – Small fruits: apples or oranges
- Veggies to peel (with peeler ): carrots / cucumber s – Bread or bagel
- Pineapple! (For your best prospects)
Keep your sample kit closed and pull out items as the demo progresses.
If a customer asks for prices during your demo, tell them it’s a surprise and you’ll get to it!
If you have a cutting board: Use your cutting board and clean up in the sink before you leave.

If your customer already owns CUTCO:

Do FULL presentation: It’s great practice! Many customers forget the important details!
Ask for a customer testimonial for slides

Test their CUTCO on rope and leather to determine if sharpening is needed

(Guarantee page explains r e-furbishing instructions)

Closing Process: Use “Closing for CUTCO Owner s” and create a “CUTCO Wish List”

CUTCO owners love upgrading to sets, adding accessories, and buying gifts!

DEMO STARTS / BUILDING RAPPORT: (Recommended 10 minutes) [Slide 1]

Find something to compliment / Get to know them / Ask a lot of questions!

The 6 P’s: Plants (outside), Pets, Photos, Plaques (accomplishments), Profession, People (kids)

Thank you so much for taking the time to see my presentation—it really means a lot…

Before we begin, we’re going to need your favorite serrated edge knife, straight edge knife, and a steak knife. We’ll also need a Shiny PENNY as well as FOOD to cut up and snack on!

Personal Story

Let me tell you a little bit about me…(School / Major, Hobbies, Family, Dream Job)

___________________________________________________________________________________

Tie Into Goals [Slide 2]

Do you mind if I tell you why I’m working with CUTCO?

The reason that I am a representative for Cutco is because the company offers some awesome opportunities.

At first I thought it was a crazy idea, but there are so many growth opportunities and things that I can work towards.

Right now I am really excited for the opportunity to…. (Skills / Experience / Resume / Future)

Network – I am really excited to meet new people and build as many professional relationships as possible.

___________________________________________________________________________________

Fast Start Contest [Slide 3]

I just started my Fast Start Contest. I have 13 days to complete _____ demos, which would put me in a

position to sell $________ and would mean ________________________________________________.

(FT students): I also have a chance to win an All American Scholarship to help with school…

Scholarship [Slide 4]

Because the company works with so many students as an entry level position, they actually have a scholarship program where they award 100 scholarships a year to their top student representatives.

The way it works is they match between 30-50% of what the rep sells, and a little more depending on where they place.

The scholarship is awarded to the top 50 students in the summer and the top 25 in the Spring & Fall.

I am working super hard not only for the financial aspect, but also the resume & growth experience that it would provide.

[**Optional**]

My team has actually had over 20 different students win scholarships – several of which have won multiple!

If you look at these standings from a few years back, you’ll see that the top rep in the nation was from my office.

As a 21 year old, he actually sold 119 thousand dollars worth of Cutco and the company matched over half of that.

Because of how hard he worked and the opportunity he was given, he was able to graduate from school debt free and put on a resume that he was the top representative out of tens of thousands.

There are a lot of cool opportunities the company has available for young adults to earn.

MyCutcoRep [Slide 5]

● I know the only way I can hit my goals is by working incredibly hard to do as many presentations as possible.

● Every presentation gets me closer to my goals because I improve, get introduced to other amazing people, and a lot of people do see things that they are interested in trying.

● But, my number one goal is for you to have fun and feel comfortable enough with me that you want to recommend me to everyone you know!

There is one more quick thing for us to do. The company has created an app that will allow you to give me feedback on my presentation AND help me towards my goals.

The App is called “My Cutco Rep”, which is only available and used by Cutco Customers, like yourself.

● As I mentioned, it allows the company to get some very simple feedback from you on me and my presentation and also eliminates all of the paperwork to make everything easier and faster.

● To get started, I’ll need you to download the App real quick and then I’ll give you my 8-digit Rep # and our 4-digit Meeting # to enter to make this appointment official.

Go to your App store and search My Cutco Rep App or scan the big QR code to download the app. You can also text the link from the Vector Impact App or click the link for additional instructions.

Okay, go ahead and download the app.

● Also at the end of our presentation there will be a way for you to help sponsor me to reach my goals in the company!

● Thanks so much for your help, Mr/s. _______! Okay, go ahead and open the app and answer the first two questions then set the phone off to the side until we finish.

● Let me know when you get that done please!

Transition to Demo [Slide 6]

Like I said on the phone, you don’t have to buy anything. BUT keep a lookout! If you DO see something you like, for you or for gifts, we can get you the best deal today and not only would you be getting a great product, you’d also be helping me out towards my goals!

Also, I am only able to work through referrals, so ANOTHER goal I have today is that you like me and Cutco enough to recommend me to some of your friends.

CUTCO IS AWESOME! You can buy sets or pieces and we have tons of accessories and gifts.

We also have an interest free, monthly investment option so you do not have to pay for it all at once.

Just so I know, do you cook because you have to, like to, or love to?

Great! You’re going to LOVE CUTCO!

Today, I’ll tell you why CUTCO is the top selling American made brand in the US, then we’ll take a look at our product line, and then review prices and specials at the end.

By the way, what type of knives do you currently own?

● How long have you owned them?

● Do you like them?

Company Page [Slide 7]

Have you ever heard of Cutco before?

IF NO: Let me tell you about it… [SKIP TO: Let me tell you….]

IF YES: Do you own any?

IF NO: What do you know about it?

IF YES: Awesome, did you get it as a gift or did you see a presentation?

GIFT/NEVER SEEN PRESENTATION: Oh wow, so you don’t even know how awesome Cutco really is yet.

DEMO: When did you see the presentation?

Awesome, which set do you have?

Let me tell you a little bit about the COMPANY…

● Since 1949, all CUTCO knives have been made in the United States in our factory in Olean, New York.

● We sell over $250 million worth of CUTCO annually and have over 19 million referred customers!

● Actually, 1 out of every 20 American households already own Cutco and over 90% of them rate our product perfect.

● We’re best known for our knives, but some of the best stuff we make is also our cookware, flatware, and accessories

● CUTCO is also the proud producer of KA-BAR [K-Bar] knives, used by our military and law enforcement nationwide.

● CUTCO is involved with many local and national charities such as the American Heart Association’s Go Red for Women Campaign

Before I show you the product I always like to make 4 promises real quick…

● First, You’re going to love the product.

● It is not cheap, it’s not a hunk of junk, Cutco is not something you would throw away in a year or two.

● It is literally something you will give to your kids one day…..

Second, I am going to ask you if you would like to get something today, but there is no obligation.

● I wouldn’t want you to get it for me.

● I only want you to get it when you realize it’s something you will use every day for the rest of your life.

Third, We are not allowed to go door to door or cold call.

● We are only allowed to see people we have been recommended to, and that’s the most important part of my job.

● If everyone bought from me, but didn’t refer me to anyone, I would run out of people to see.

● So, at the end I am going to ask you for anyone you know that just might be nice enough to sit down with me.

Last, I am going to try my hardest to impress you with my presentation…

● But I am not perfect so if you have any tips or suggestions, please let me know and that will help me out a ton.

To start off, I’d like to show you a product that demonstrates the quality of CUTCO:

Super Shears [Slide 8]:These are our super shears. Everyone loves our SUPER SHEARS!

** IF VIRTUAL – Play video on window sharing with customer / OR Cut Penny on camera for them**

[CUT PENNY, take apart, put together, hand shears to customer]

They are one of only two pairs of shears made in the United States.

The shears are awesome. They are actually not sharp at all but we use such a high quality steel and they match up so tight you can use them for basically any job from disjointing a chicken, cutting herbs, fabric, or out in the garden or garage!

They are dishwasher safe and come apart for easy cleaning.

● A lot of customers end up getting a free pair of these and I will explain how later!

Let me show you where we got the idea for CUTCO…

Disadvantages of Common Knives

[JUNK KNIFE SLIDE] [Slide 9]

Mr/s. _______, most people have the world’s most expensive set of knives! (point to picture of junk drawer).

Many people have a drawer full of knives that don’t work. Most household knives are the perfect example of planned obsolescence which means they’re actually engineered to dull or break after a year or two.

Most people spend a ton of money replacing their knives over and over again. This can be very expensive in the long run.

For example, if you spend around $150 on an average low quality knife set and replace it every couple years for 40 yrs that means you would spend $3,000 on Junk knives that are unsanitary, unsafe, and un-enjoyable!

There are two types of handles:

WOOD HANDLES are attractive when new, but they are extremely unsanitary! (Gross Face!!!)

They absorb liquids, bacteria, grease, and germs and retain odors.

Wood handles are outlawed for restaurant use in 37 different states because of sanitation concerns.

PLASTIC HANDLES are usually cheaply constructed, so they melt, chip, crack, and break.

They are slippery when wet, which is extremely dangerous while you’re cutting. (Concerned Face!)

COMMON KNIVES ARE CONSTRUCTED VERY POORLY creating other safety and sanitation concerns.

There are two types of steel:

CARBON STEEL is stronger so it stays sharp longer but it rusts and corrodes which is unattractive and unsanitary.

STAINLESS STEEL looks good but it’s a soft metal so it won’t stay sharp and is difficult to sharpen.

There are two types of edges:

SERRATED EDGES rip and tear your food and cannot be re-sharpened.

STRAIGHT EDGES make a smooth cut but they have to be sharpened constantly to remain effective.

The hard cutting surface dulls a knife, not the food. Both of these edges directly contact the cutting board,

dulling them quickly. A dull knife is more dangerous than a sharp one because you have to push harder.

There are also complaints of common High Quality knives. For example:

They need to be sharpened regularly
They are not dishwasher safe, so you have to hand wash them.
They require a lot of maintenance and upkeep
And, they need to be replaced every 7-10 years

Let me show you how Cutco has solved all of these problems…

Features and Benefits of CUTCO[Slide 10]

I have a couple quick videos I am going to play that do a great job explaining some of our features and benefits

[Play video for customer by going to the window you are sharing and clicking play – will not play for them if you do from speaker view]

I have another quick video I am going to play that does a great job explaining our unique edge!

[Play video for customer by going to the window you are sharing and clicking play – will not play for them if you do from speaker view]

[AFTER VIDEO:]

Take out Petite Carver and hand it to the customer (dark handle)

How does that feel in your hand?

The fifth feature is our most famous! It’s our exclusive “Stay-Sharp” DOUBLE-D EDGE

Let’s compare how the different types of edges work… (Take out cutting board and rope)

We cut rope because it’s tough like vegetables and meats, but it will not hurt your knife’s edge
And remember, CUTCO is sharp, so be careful!

(Hold rope with both hands. Start with back of blade. Pull one, long stroke.

Then go back and forth) Cutting order: (Get excited!)

1. Customer’s serrated edge 2. Customer’s straight edge 3. CUTCO Petite Carver

Our edge looks like a serrated edge, but it is not. On a serrated edge knife, the points are the part that does the cutting. The reason that is not good is because they dull every time they hit a hard cutting surface. Then, once dulled they start to rip and tear at food and a serrated edge knife can never be resharpened.
With our edge instead of the points doing the cutting there are three straight edges that smoothly cut forward, backward, and straight down. (show customer picture of edge)
The points protect the recessed edges from dulling, keeping each knife sharp for up to 10 years, and they can still be re-sharpened!

So, to review and add a few cool facts…

● Our handle is designed by the same guy who designs the seats in Porsches, and is only handle backed by the American Arthritis Foundation.

● Also because of how great the knives look we are actually the only knives featured in the M.O.M.A – The Museum of Modern Art

● Our handle’s are made out of the same material used for bowling balls and professional football helmets.

● The steel we use for our rivets is the same material they use for rivets to hold together jet engines, making it strong and sanitary.

● Because of the high quality steel and materials we use all of our products are dishwasher safe

● Not only does our unique edge stay sharp longer without needing to be sharpened or honed but it also is re-sharpenable!

● Every product that we make is literally designed to last forever which is why we put our money where our mouth is and have our forever guarantee…. [Next Slide]

Forever Guarantee

[TURN TO THE GUARANTEE SLIDE] [Slide 11]

The guarantee is amazing because there is no cost, no registration and no receipt required.

● It just ensures that any product you would buy from Cutco would be the last time you would ever need to invest in that product ever again, let it be a whole set or just a veggie peeler.

● The product is proof of your purchase and you can pass it down from generation to generation.

● Cutco is one of the only products that you can buy once, use every day, never have to replace and pass down to your kids one day!

● There are a few parts to the guarantee…

The first part is our Forever Performance, which guarantees that if at any time you’re not completely satisfied with the performance of your Cutco product, Cutco will fix the problem or replace the product free of charge.

The second part is Forever Sharpness which is free sharpening.

●Our knives take longer to dull than any other knife but they are made out of steel so obviously they will dull EVENTUALLY.

●So, we will either sharpen them in house for free. Or you can send them to the factory and the company will polish them and burn a factory edge on them – basically you will get a brand new knife back.

We also have a 15 business day Unconditional Money Back Guarantee

● What it means is that you have 3 weeks to try out a set or any specific pieces and if you aren’t satisfied for any reason you can send the whole thing or any specific pieces back and get a full refund.

● This takes any risk away and gives people who may not have the chance to see Cutco in person the opportunity to try it out and only keep what they love.

(If both spouses are not present) Mr/s. _________, we can’t always see both spouses together, so you can try out Cutco together for a few weeks, risk free, to make sure you both love it.

Most of our customers also take advantage of our 5 pay option.

● It is not credit based nor is it financed.

● It simply charges a debit or a credit card 1/5 for 5 months and makes it way more manageable.

● So, paired up with the 15 day trial it means you have the opportunity to try Cutco for only 20 percent down.

● You only keep the things that truly change the experience of cooking and if you were to send anything back it would just come off of your next month’s charge.

Optional: I also have a personal guarantee where if you are not fully satisfied, I will pick it up and send it back for you so you don’t have to worry about it.

And you can’t beat American Made and Forever Guaranteed and Dishwasher Safe!

CUTCO factory sharpening / repair:

Go to cutco.com → “Sharpening” at top of page. Follow simple directions and mail CUTCO to Olean.
Sharpening service is FREE on all Cutco items
Return shipping charges (include check in package):

1-10 items = $9 11-25 items = $11 26-40 items = $13

Once your knives are received in Olean, NY, they’ll sharpen the blades, polish the handles, and get your knives back to you within 1-2 weeks.

Selecting the Best Option [Slide 12]

Mr/s. _______, you can buy individual pieces, but most customers agree that over a lifetime, sets are a much better value.

It’s important to have the right tool for the right situation because of safety and efficiency.

We have 3 main kitchen sets to encompass all your needs in the kitchen.

● They are our complete set, our signature set and our basic set.

● Our BASIC SET is perfect for people who have to cook

● Our SIGNATURE SET is great for families or people who like to cook.

● Our largest set is our COMPLETE SET which is great for people who love to cook or entertain

Our basic set is called the HOMEMAKER+8 and was designed by a home economist to do everything in the kitchen with the fewest amount of tools.

● It has a chef’s knife for chopping, paring knife for peeling and jobs in the air, 2 utility knives for smaller meats, fruits and veggies, a serving piece, heavy duty knife for disjointing or separating frozen food and bread or boneless meat knife as well as 3 other pieces I am going to show you in one second.

● The set includes the oak block which comes with honey or cherry finish, a medium cutting board, straight edge sharpener and knife guide.

Names & Uses [Slides 13 & 14]

Spatula Spreader

● The Spatula Spreader has a wide, flexible DD edge which allows you to cut, spread, and serve sandwiches, bagels, lasagna, and cake!

● We call it the 60 second sandwich maker or mom’s best friend but everyone in the home is going to love it.

Master Carving Set

Our 9” Carver and Carving Fork are like your “Spare Tire”. You won’t use it every day, but you’ll be glad you have it when you need them!

Do you ever BBQ or host family dinners? You’ll need it for BBQ, big roasts, and family occasions.

..TABLE KNIVES (Hand knife to customer)

To complete your set, your Table Knives are used for every meal: breakfast, lunch, and dinner.

The wide blade and rounded tip makes it safe, but with the Double-D edge, it cuts like a steak knife!

I can not stress how much better these are than traditional steak knives. These blow everyone’s minds when they try them out because of how different they actually cut.

We recommend two Table Knives per family member so you don’t have to wash them after every meal.

Which option do you find most aesthetically pleasing?

Great choice!

This set comes with an option of either 8 traditional table knives or can be upgraded to our version with stainless handles.

For customers who like the feel of a large STEAK KNIFE, our two larger sets come with that option.

[IF Virtual: Next Slide]

Let’s test out our Table Knife on some tough leather…

Customer Steak Knife (Earthquake effect!)
CUTCO Table Knife (Get Excited!)
Stack leather in strips and press straight down

Signature Set [Slide 15]

The Signature set is our most popular set and includes:

● All of the tools in our basic set as well as our most popular specialty tools which are the cheese knife, petite santoku and hardy slicer. Plus it is the smallest set that includes the super shears in the block

● And the set also includes 2 extra table knives, plus a large, medium and small cutting board with the sharpener and knife guide.

● This set has options for either our traditional and stainless table knives or our larger steak knives.

Cheese Knife [Slide 16]

● The Cheese Knife is our most popular individual knife & is our sharpest knife with the Double-D edge because it has a micro-version of it.

● The holes make it so that things do not stick, which makes it great not only for cheeses, but other dense foods like potatoes, as well as fresh fruit and veggies.

● You can actually use the back hole as a bottle opener.

Petite Santoku [Slide 17]

● Our Petite Santoku is a more delicate chopping and dicing knife, which many people find to be a more convenient size.

● It’s also great if the chef’s knife is in the dishwasher, or if you are cooking with others.

●This is actually Rachel Ray’s favorite knife… which is funny because she actually has her own knife brand.

Hardy Slicer [Slide 18]

● Our Hardy Slicer has a thicker blade paired with our double-D edge, making it an amazing heavy duty slicing and BBQ knife

Complete Set [Slide 19]

The Complete Set is for people who want to have the best of the best and all the right tools.

● It comes with a full 12 place settings of our table knives making it perfect for people who entertain or BBQ.

● And it’s the best set for people who love to cook because It has everything included in the signature set, plus the rest of our cutlery line which are some of our most unique and exciting specialty tools such as the Cleaver, Veggie knife, Boning knife, Salmon knife, 4-inch Paring knife, and Petite Slicer.

● This set also has options for either our traditional and stainless table knives or our larger steak knives.

KITCHEN TOOLS / ENTERTAINER PACK [Slide 20]

To complement your set, we have incredible KITCHEN TOOLS and GADGETS

This 5-piece dishwasher safe Kitchen Tool Set replaces a drawer full of old kitchen tools!

Our 4-piece Entertainer Pack has comfort-grip handles and is, of course, forever guaranteed.

VALUE OF CUTCO [Slide 21]

Mr/s.______, let me review why so many people choose to invest in CUTCO:

You’ll always have sharp American made knives that are comfortable, safe, and sanitary.
CUTCO is guaranteed to last forever so it would be the last set of knives you’d ever buy!
And CUTCO saves a lot of money! Most customers who buy CUTCO eat out less.
If that just saves you $60 a month, you will save $720 this year——And over 25 years you’ll save $18,000!

There are several reasons why so many customers choose sets:

CUTCO sets have the right tool for the right job
CUTCO sets have a built-in discount so it’s CHEAPER
Sets are much SAFER because they come in a block or tray
Sets come with a FREE cutting board and other FREE STUFF
And we have interest-free monthly investment options so you don’t have to pay for it all at once!
It just charges a credit or debit card ⅕ of the cost for 5 months. It makes it way more manageable and it’s what everyone does.

COMPETITIVE CUTLERY[Slide 22]

● Mr/s. ______, I’m sure you’d agree you couldn’t compare Cutco to a cheap set of knives sold at a local bargain store for a few hundred dollars.

● Also, you wouldn’t compare it to a luxury set with sterling silver handles costing over $7,000.

● When it comes to high-quality cutlery, it’s like anything else; there’s a wide variety of quality and prices.

● CUTCO is top rated so we only compare it to the highest quality brands…

I have a price comparison for our top competitors, Wusthof and Shun. Have you heard of them before?

These high-quality sets made overseas are two of the top selling brands in store. Each brand has different types of sets, which range in price — these are their sets which are comparable to Cutco’s basic set. Wusthof is the most popular.

As you can see, the price for this Wusthof set is $3,015. You used to be able to find it on sale for $2,325 and even for that type of money, it’s well worth it…

But, there are some major differences between these brands and CUTCO:

They use Typical handles while we have our Comfortable Wedge-Lock handle.
They have Serrated edges while we have our Unique Double – D Edge.
They use high carbon steel in comparison to our 440A high-carbon, surgical grade stainless steel which stays sharp longer and is dishwasher safe.
They are Made Overseas while we are American Made.
Their products have a Limited warranty against manufacturer defects and every product we make is Guaranteed Forever.

Now, based on the guarantee alone, I’m sure you’d agree Cutco is at least twice as good. When a product offers twice the quality and value, and lasts forever, it should cost twice as much, and at twice the price, you’re talking over $4,000 for a basic set of Cutco.

WRAP UP AND CLOSE (continued)[Slide 23]

Now, the best thing about these sets is that they’re not $4000.

The Complete Set is for people who love to cook or entertain and is almost 2 times the size of their set but is only $ _______ paid in full, but everyone puts it on the 5-pay, which is just $______ per month and that includes tax.

The Signature Set which is our family set and is our most popular option is great for people who like to cook. Even though it is about 1 ½ times the size of their set it is only $_______ in full, which is just $_____ on the 5-pay.

The Basic Set which is great for people who have to cook, is a couple pieces larger than their sets, but is almost ½ of their sale price. It’s only $________ paid in full, which is just $_____ on the 5-pay.

And we have a buy now bonus where I can throw in some free stuff if you were to get one of these sets today. If you were to get the basic set I can throw in the super shears for free. If you were to get our signature set which already includes the shears you would be able to get either the entertainer pack or kitchen tools for free. If you were to get our complete set you could have both the kitchen tools AND entertainer pack for free.

I have a quick questionnaire for us to go through together to help find the best option for you! [Next Slide]

Finding the Right Option[Slide 24]

In this next section I’m going to read the website word-for-word so I can master my presentation. I also don’t want to accidentally leave anything out.

The website asks a few quick YES NO questions. You can answer NO on everything and it won’t frustrate me, I promise. 🙂

But I want to ask ALL the questions so I can understand what is the best fit for you. And if you do choose to get something, I’ll get you the best possible deal. Sound good?

[Click link on window you are sharing so they can see and follow along with you – DO NOT GO THROUGH THIS ON THE SPEAKER NOTE SIDE]

Flatware [Slide 25]

[IF WANT TO SEE FLATWARE – READ SLIDE]

● A lot of people don’t even know we make flatware and cookware but they are 2 of our absolute best products.

● Cutco flatware is made here in the US and just like everything else we make, it’s the best quality you can find.

When it comes to flatware, this is what most people tell us:

● It usually goes down the garbage disposal and then they have to throw it away and buy more.

● They never use the good stuff because of all the work they’d have to put in to keep it looking good.

SO the reasons why people LOVE our FOREVER FLATWARE so much…

● It’s lightweight BUT also heavy duty.

● It’s guaranteed forever just like everything else we make, so if the garbage disposal attacks again, you can just send it in for replacement.

● And there’s NO maintenance because it’s 18 over 10 stainless steel which is the BEST you can get for flatware. So, it won’t tarnish, bend, break, or rust AND it’s dishwasher safe.

● The chest it comes in has a cherry finish and looks gorgeous for special occasions.

(CLICK DOWN BUTTON FOR PRICES)

Cookware [Slide 26]

[IF WANT TO SEE COOKWARE- READ SLIDE]

● We have amazing Cookware and I have a quick 2 minute video that does an awesome job explaining it.

● I can’t start the video for you so do me a favor and let me know when you start it so that we can go through at pretty much the same time.

**After Video**

● So, we have three different set options available, or I could price the pieces out individually. Would you like to see them?

IF YES: Awesome! [click down button]

IF NO: No problem, let’s walk through the accessories and see if there is anything else that may interest you. [click right button to go to next slide]

Table/Steak Knives [Slide 27]

[IF WANT TO SEE TABLE/STEAK KNIVES- READ SLIDE]

Do you ever host holidays or have company at your house? A lot of customers quickly realize after they get their Cutco that their Table Knives are always in the dishwasher because they’re used so often.

It’s very common for people to add an extra 6, 8, or 12 to their order and keep their extras either in a block, a tray, or just stored in the drawer. That way when company comes over, you’re not having to choose who gets the good knives around the table and who’s left with the old ones.

Gift Sets [Slide 28]

[IF WANT TO SEE GIFT SETS- READ SLIDE]

These make great birthday, wedding, or appreciation gifts for all occasions.

We actually have a deal where if you were to get any 3 gift sets or individual pieces I can throw in a 4th one for free!

Do you have anything coming up In the next few months you’ll need to get a gift for?

[MORE OPTIONS IF CLICK DOWN]

Gadgets & Accessories[Slide 29]

[IF WANT TO SEE GADGETS, KITCHEN TOOLS & ACCESSORIES – READ SLIDE]

Our accessories are amazing! I’m sure you already have a drawer full of these. Most people have 20 mix-and-match pieces that don’t work that great. Pampered Chef, Tupperware – those are good, but they aren’t forever. You can get rid of all your old ones and donate them.

The entertainer pack in the top right picture of the screen includes the veggie peeler, ice cream scoop, pizza cutter, and the soft grip cheese knife. They all have 99.9% rating on CUTCO’s website. We also have our awesome can-opener, wine/bottle opener, straight-edge sharpener, and kitchen tools. If you break any of these, we’ll mail you an award because it doesn’t happen… and then we’ll send you a new one. Which of these would you benefit most in your kitchen?

Would you ever consider upgrading your kitchen tools?

IF YES: These are the most overlooked thing that CUTCO makes. Most people have cheap stuff they bought or old stuff they never upgraded. People replace their low quality brand items with these because they last forever. Ours won’t bend or break or melt (unless the handle is directly on the burner, obviously). Which ones do you like best?

[USE PRICE CALCULATOR] Awesome! That would only be ____ today. [OFFER PRICE ON PAYMENT PLAN] Does that sound like something you would like to try today?

[[[[[[[[***Feel free to offer a buy 3 get the 4th free special if needed****]]]]

IF NO: No problem! We have a couple other accessories… (click right button)

Garden Tools, BBQ Tools & Outdoor Knives [Slide 29]

[IF WANT TO SEE GARDEN TOOLS, BBQ TOOLS OR HUNTING & FISHING KNIVES- READ SECTION]

IF BARBECUE: There are three pieces in the set and they are Forever Guaranteed! The tongs have our special handle and have a grip to grab food. The fork is great for hot dogs, marshmallows, and turning steaks. And the turner is your burger flipper with a leather strap for hanging. Unlike wooden tools, you can leave them outside year-round, and they’ll last forever. They also make a great birthday or Father’s Day gift.

IF GARDEN: The gardening tools the same quality as our knives and are guaranteed forever! The Home & Garden Industry rated them as the #1 trusted garden tools! Each one can take 300 pounds of pressure without bending or breaking. (You can drive over them with a car and they won’t break!) The yellow accents make them easy to find in messy soil (or in the dark). The steel goes all the way to the bottom of the handles. The 5 piece set also includes the pruners and the free green garden bag, and it’s only $2-82 in full, which can even be split up over 3 months. What do you think of those?

***** IF YES: Great! Do you want to try those out today?

***** IF NO: We also have our 4 piece set which includes just the tools without the pruners for only $1-21 in full. What do you think of that option?

IF HUNT/FISH/SPORT: They are all Forever Guaranteed! Most people don’t know that CUTCO owns KA-BAR. These are used by the US military and law enforcement. They come in different handle colors and all can be engraved as gifts! Do any of these look like something you’d want to check out?

(IF YES: Alright, let’s take a look at them on the website.

(IF NO: “No problem!” Click next button)

RECOMMENDATIONS [Slide 30]

Ask for recommendations before you enter their order but before you wrap up the appointment!

Three Keys: Ask, Smile, Follow the Script

Mr/s. _______, Go ahead and pull out your cell phone, and you can answer that 3rd question about my product knowledge for me on the app. There’s no need to make me sound better than I really am. I want to get real feedback so I can keep improving. (smile and wait while they do this)
Now there’s one more very important part… Here’s where you can REALLY help me out.
I get paid every time I SHOW Cutco, but I can only show it to people I’ve been personally recommended to.
So what I need you to do is go through your contacts and jot down the first 100 names that come to mind.
(smile) Just kidding everyone gives me 10-20
Actually, the app you downloaded is designed to be a huge time saver for both of us for this part…
It allows you to send me introductions straight through the app so anyone you recommend me to automatically syncs with my phone.
This is much easier, and of course, I’ll only be able to see the contacts you send me. On the bottom of the screen you’ll click the “Share” button, then hit “Okay to Grant Access.” Let me know once you’re there. (smile)

(Pause to let the customer get started. Then continue.)

On this part I’d like you to go ahead and check off everyone that you think might be nice enough to see me, not necessarily people you think would buy, just people who might be willing to take a look.
Check off as many as you can, and just let me know when you’re finished before you click the “Share” button at the bottom. Take as much time as you need on this, because it’s the most important part for me to hit my goals, and I don’t mind waiting.

[GO TO NEXT SLIDE WHILE THEY WORK ON THIS & READ TOP SECTION ONCE THEY TELL YOU THEY ARE DONE]

[**IF TECH ISSUES PRESS DOWN BUTTON AND HAVE THEM FILL OUT THE FORM**]

(After the customer says they’re finished) Okay, great, Mr/s. _______! Thanks so much… Before you click the Share button, can you tell me how many it says you selected in the blue box?
(IF LESS THAN 10) Thank you, Mr/s. _______! That’s a big help… Just so you know, when you give me at least 10 recommendations, you become a Sponsor. When you give me 20 or more, you become a Double Sponsor. Once I have 50 sponsors, I get a free piece of Cutco from my manager to show on my presentations or sell for cash. Do you think there’s any way you can think of ___ more to check off who might be willing to see me so that you can be a sponsor/double sponsor of mine?
(IF MORE THAN 10) By the way, my record is ___, think you can beat that?

Okay now go ahead and click the “Share Contacts” button at the bottom…

HANDLING RECOMMENDATIONS CONCERNS

DON’T LIKE TO GIVE OUT PEOPLE’S NAMES

I don’t blame you! If it were somebody else giving them a call besides me, I would be hesitant too. But I promise it will just be me so who do you know that is super nice?

LET ME CALL THEM FIRST AND I’LL GET BACK TO YOU

Of course! It would sound crazy if I called them and they didn’t expect it. I am actually not going to be reaching out for at least a few days and if anyone has any problems you can let me know and I will just delete their number but this really is the most important part of my job so can we please think of at least a few now and you can always give me more later. Who do you know that is super nice?

DON’T KNOW ANYONE… (Customer is really saying “I don’t know anyone who wants to buy”)

Mr/s. ______ , as I mentioned, I’m not looking for people who you think would buy, just nice people like you who might not mind seeing me. Who do you know that is super nice?

CAN ONLY THINK OF A FEW PEOPLE

Thank you so much for thinking of those people. I’m trying to keep a full schedule so I can hit my goals (scholarship). I can actually help you think of some people. Who do you know that is super nice?

AFTER SHARING CONTACTS (Heads-up Texts)

Thanks again, Mr/s. _______. It’s much easier for me to contact people when they already have a heads-up that I’ll be reaching out. Go ahead and click on “Introduce” next to the first one on your list, and then click the blue “Copy to Text” button. You’ll see it gives you a pre-written text to introduce me to them before I reach out.

OPTIONAL SELFIE: Before sending the message, go ahead and click on “Take a Selfie”, and then you can just snap a picture of us together here on the Zoom/Facetime window – that way they can place a name with a face when I reach out, and they see that I really do know you!

Okay Mr/s. _______, after sending that text, go ahead and mark “Introduced” at the bottom so that one is finished. Let’s go ahead and do that same thing for each recommendation. It will just take a minute or two, and thank you again. This helps a ton.

AFTER TEXT INTRODUCTIONS (TAKING NOTES FOR “BEST 5”)

Contacts should sync up almost immediately in your VectorImpact App when the customer sends them, so you can take notes right in the app! If you don’t see them, you can pull down to refresh the app for them to show up. If you still don’t see them, you can take notes elsewhere and then copy/paste your notes into the app when they sync. Note: Once these contacts are synced to your VectorImpact app, you can mark their “Best 5” as 3-star referrals in your app. Having some notes about them makes it easier for you to build rapport when you contact them.

If you were me, and you were in a big contest like I’m in right now, out of the people you sent me, who would be the first 5 you would want to show? (open the potential customer’s profile in your VectorImpact App) How do you know them? (take notes in the app) What do you like about them? Do they cook? Are they married?

After Getting Notes For Best 5 (More References in the Future)

Thanks again, Mr/s. _______! You may end up thinking of some more people in the next few weeks, or you may run into someone who says they want Cutco. Any time that happens, you can just pop open that app and send me more contacts, and it will sync up automatically and let me know who referred them to me.

Who likes to cook?

Who lives in your neighborhood?

Who is the unofficial mayor of your friend group?

Who has the nicest kitchen?

Who has a nice car?

Who has a nice house?

Has a second home?

Who do you know that I might be able to do a virtual demo for?

Who likes to entertain or host parties?

Who likes to garden, fish, hunt?

Who has a pool?

Who are the coolest people you work with?

Has a wedding or anniversary coming up?

Who would you send your kids to first if they were doing this?

Town Drop

TECHNICAL DIFFICULTIES / PROBLEMS WITH THE APP / DOESN’T HAVE SMART PHONE

No problem! Just in case someone was having technical difficulties with the app, I have a backup option so that I can still get credit for the presentation.
I actually have a quick form for us to make this easier and for you to just verify that we completed this presentation so I can get credit.
Let’s fill it out together.
[GIVE LINK TO VIRTUAL DEMO FORM] – https://www.morrismayhem.com/division-virtual-form/
Here’s the link to fill it out! I’ll stay on the call with you until you submit it so that I can help you while you fill it out.
You can see at the top part you can still recommend me to other awesome people like you!
Everyone just gives me 10-20 and I am not looking for who you think would buy, just nice people like you who MIGHT be willing to take a look.
When you finish filling out the top part let me know how many you have before you submit it please?
Thank you so much for sitting down with me by the way, this helps me out so much!

WHO DO YOU KNOW…?

Who likes to cook?

Who lives in your neighborhood?

Who is the unofficial mayor of your friend group?

Who has the nicest kitchen?

Who has a nice car?

Who has a nice house?

Has a second home?

Who do you know that I might be able to do a virtual demo for?

Who likes to entertain or host parties?

Who likes to garden, fish, hunt?

Who has a pool?

Who are the coolest people you work with?

Has a wedding or anniversary coming up?

Who would you send your kids to first if they were doing this?

Town Drop

STEP 2: TEXT HEADS UP

It’s a lot easier when people know I’m calling. Can you please text them a “heads up” to let them know?

Sample Text: save in phone → forward to customer → have them forward to friends

Hi! Just wanted to let you know that YOURNAME, my Cutco guy/girl/pal, will be giving you a call. He’s/She’s/They’re paying his/her/their way through college by showing Cutco. You don’t have to buy, just listen and he/she/they gets credit. Thought you would be nice enough to help! He’s/She’s/They’re super sweet / a great kid!

HANDLING RECOMMENDATIONS CONCERNS

IF THEY ASK YOU WHETHER THEY CAN GET IT BACK TO YOU LATER:

I really appreciate you sitting down with me, and I understand that you’re super busy.
I do have to stay with you until you finish submitting it, because it’s the only way I can stay on track to hit my goals and get credit for the demo.
It takes less than 5 minutes to fill out, and the referrals are the most important part – that’s actually how I get credit for the presentation. Who do you know that is super nice?

LET ME CALL THEM FIRST AND I’LL GET BACK TO YOU:

Of course! It would sound crazy if I called them and they didn’t expect it.
I am actually not going to be reaching out for at least a few days to a week and if anyone has any problems you can let me know and I will just cross them off the list but this really is the most important part of my job so can we please think of at least a few now and you can always give me more later. Who do you know that is super nice?

CAN ONLY THINK OF A FEW PEOPLE

Thank you so much for thinking of those people. I’m trying to keep a full schedule so I can hit my goals (scholarship). I can actually help you think of some people. Who do you know that is super nice?

DON’T KNOW ANYONE (Customer’s really saying “I don’t know anyone who will buy”)

Mr/s. ______ , as I mentioned, I’m not looking for people who you think would buy, just nice people like you who might not mind seeing me. Who do you know that is super nice?

DON’T LIKE TO GIVE OUT PEOPLE’S NAMES

I don’t blame you! If it were somebody else giving them a call besides me, I would be hesitant too.
But I promise it will just be me and I will even give you the chance to reach out to them first.
This really is the most important part and it would mean the world to me if we could at least think of a few. Who do you know that is super nice?

LEAPFROGGING

Thank you so much Mr/s. _____. You have no idea how much this is going to help me with my Scholarship.”

“Now out of this list, who’s usually home at this time?” (Put a dot next to anyone that’s home)

Awesome thank you again Mr/s. ____. This really helps me out. But honestly, the hardest part of my job isn’t having people say yes to my appointments, in fact, most people do want to see it. The hardest part of my job is getting in touch with people. What helps me out the most is when a customer actually helps me reach their friends. And in order to stay on track for GOAL (scholarship or contest), I need to do __ appointments a day, and I had a couple reschedules so I only ended up with __ for today. And since I’m in the area is there any way we could reach out to a few of them and see if I could just stop in real quick

Coaching Them on What to Say

“Awesome. Alright so the worst thing we could say is ‘Some college kid wants to come over and sell you knives.’ You can just tell them my name’s NAME, I go to SCHOOL. I’m doing an internship where I credit just for doing short fun presentations. There’s no obligation to buy anything, and I’m in the area trying to hit my goal. And see if they might be able to squeeze me in either now or at AVAILABLE TIME

BEST PEOPLE LIST *STAR* IF MARRIED AND OWN A HOME

Top 15 Family Members Top 15 Family Friends

Name	Phone #	Name	Phone #
1.		1.
2.		2.
3.		3.
4.		4.
5.		5.
6.		6.
7.		7.
8.		8.
9.		9.
10.		10.
11.		11.
12.		12.
13.		13.
14.		14.
15		15

Top 20 Friend’s Parents

Name	Phone	Name	Phone
1.		11.
2.		12.
3.		13.
4.		14.
5.		15.
6.		16.
7.		17.
8.		18.
9.		19.
10.		20.

TOP 20 BEST PEOPLE

Name	Phone	Name	Phone
1.		11.
2.		12.
3.		13.
4.		14.
5.		15.
6.		16.
7.		17.
8.		18.
9.		19.
10.		20.

BEST PEOPLE LIST—Continued *STAR* IF MARRIED AND OWN A HOME

Top 15 Teachers / Coaches / Mentors Top 15 Friends from sports / clubs

Name	Phone #	Name	Phone #
1.		1.
2.		2.
3.		3.
4.		4.
5.		5.
6.		6.
7.		7.
8.		8.
9.		9.
10.		10.
11.		11.
12.		12.
13.		13.
14.		14.
15		15

Top 10 Siblings’ Friends’ Parents Top 10 Virtual Demos / Out of state

Name	Phone	Name	Phone
1.		1.
2.		2.
3.		3.
4.		4.
5.		5.
6.		6.
7.		7.
8.		8.
9.		9.
10.		10.

Top 20 Miscellaneous

Name	Phone	Name	Phone
1. Realtor:		11. Salesperson:
2. Hairstylist:		12. Old Babysitter:
3. Doctor:		13. Accountant:
4. Lawyer:		14. Dentist:
5. Old Boss:		15. Friend from old job:
6. Co-Worker:		16. Friend from old job:
7. Priest/Pastor:		17. Facebook? How many?
8. Principal:		18. School directory? How many?
9. Owns an RV:		19. Church directory? How many?
10. Has 2 homes:		20. Sports directory? How many?

BEST PEOPLE LIST: OVERFLOW

#	PHONE NUMBER	#
	STAR NAME IF MARRIED AND OWN A HOME
1		26
2		27
3		28
4		29
5		30
6		31
7		32
8		33
9		34
10		35
11		36
12		37
13		38
14		39
15		40
16		41
17		42
18		43
19		44
20		45
21		46
22		47
23		48
24		49
25		50

Training Appointments

Your success during your first week with Vector will be determined by:

Quantity of MAC Appointments: It’s a numbers game! More MAC Appointments = More Sales
See your BEST CUSTOMERS FIRST! TOP 5 CUSTOMERS!!!

Tips For Scheduling First Weekend Appointments

Don’t over-emphasize CUTCO on the phone! The purpose of your call is to schedule an appointment. CUTCO is incredible but they won’t understand how great it is until they see it!
Speak directly to who you want to schedule: Don’t relay messages through friends!
Don’t text to set up appointments: Not very professional / leads to miscommunication Create the right habits and call!
Speak with the wife on the phone: Target customer and easier to schedule!
Stress the fact that it’s not a question of buying or selling:

Many people will tell you: “You can come over, but I’m not going to buy anything.”

Respond by saying: “That’s okay. I get paid anyway and I need as many appointments as possible.”

Always give a choice of two times:

Correct: “What time is better for you,____ or _____?” or “What day is better, _____ or _____?”

Incorrect: “Can you see my presentation?” or “Do you want to see my presentation?”

Set up a specific time: Tentative appointments generally fall through
Schedule appointments 90 minutes apart: At first, it takes longer because you’re new and you know them well!
Not everyone will answer their phone: Use the 4:1 rule— for every 4 phone calls, 1 person will pick up If you want to schedule 5 appointments, make 20 calls! 10 appointments = 40+ calls….
Don’t leave a message: Just try again later if they don’t answer

Try calling twice: If you try again right away they’ll know it’s urgent.

CUTCO Owners are the best prospects: Always schedule appointments with CUTCO owner s
Call in waves! Customers are home at differ ent times of the day and night. Split up your phone time throughout the day to reach more customers. (3 waves generally leads to a full schedule).
Eliminate distraction— make sure you are in a quiet place when you phone.
Phoning = Working. Once your appointments are set, you’re done “working”— now it’s time to have fun and do some demos!
Don’t call ahead! Once you set up the appointment, show up at the scheduled time. Calling ahead as a reminder will result in many customers asking to reschedule for another time.
Urgency: Let your customers know that you are committed to your goal and you have a deadline!
Importance: Let your customer know how important your demo is to you. They will see you right away and they won’t reschedule on you last minute.

Training Appointment Phone Approach (In Person)

Hi (NAME), this is (YOURNAME). How are you? (Catch up)
Well, The reason I’m calling is because I just started a great, new job showing CUTCO.
As part of my training, I’m required to put on some initial training appointments.
You don’t have to get anything, because I get paid just to show it.
I want to do 10 appointments by (3DaysOut), so I wanted to know if I could stop by (DAY) at (TIME) or would (TIME) be better for you?
Great! Thanks a lot. This REALLY helps me out!
Do you have a pen? Could you put in your planner that our presentation will be (DATE) at (TIME)?
Can I grab your address real quick?
Will (SPOUSE’S NAME //or// YOUR HUSBAND) be available too? (If no – find a time that would work for both)
By the way, are you sure this time definitely works?
Great, I’m really looking forward to catching up. I know this doesn’t mean a lot to you, but it means a ton to me.
Thanks so much! I will see you _____ at ____. Take care.

Possible Customer Questions

WHAT IS CUTCO?

CUTCO is a line of high quality kitchen cutlery and a few outdoor items. I’m sure you already have

tons of knives, but I get paid just to show it to you! So would _______ or ________ be better for you?

(If you’re nervous, smile and say: It’s really awesome knives! So what time is better for you?)

I ALREADY OWN CUTCO:

That’s great! How do you like it? (pause). Awesome, well like I said, I am doing it for the training and I’d love to get your opinion and maybe some pointers. Plus, I get paid anyway. So would ______ or

______ be better for you?

(If you’re nervous, smile and say: Great! CUTCO rocks! So what time is better for you?)

THAT TIME DOES NOT WORK or I’M REALLY BUSY

No problem, I’m really busy too, but I really need to do ______ appointments by _______, and I can make sure to keep it short. Is that a bad day or just a bad time?

So how about _______ at _______ or would _______ at _________ be better?

(If you’re nervous, smile and say: No problem! Which day is the least busy?)

HOW LONG DOES IT TAKE?

Not too long at all, my part is about 30 minutes. After that, it’s up to you. So which time would be best for you, (DATE) at (TIME) or (DATE) at (TIME)?

This approach is only to be used with people you know from your initial list.

Different approach for calling recommendations.

Training Appointment Phone Approach (Virtual)

**YOUR CUSTOMER NEEDS TO BE ON A COMPUTER FOR THE DEMO!**

Hi (NAME), this is (YOURNAME). How are you? (Catch up)
Well, The reason I’m calling is because I just started a great, new job showing CUTCO.
As part of my training, I’m required to put on some initial training appointments.
You don’t have to get anything, because I get paid just to show it.
We can do the entire thing over the computer and it only takes about an hour!
I want to do 10 appointments by (3DaysOut), so I wanted to know if we could get on a video call for an online presentation (DAY) at (TIME) or would (TIME) be better for you?
Great! Thanks a lot. This REALLY helps me out!
Could you put in your planner that our presentation will be on (DATE) at (TIME)?
Can I grab your email address real quick to send you the info?
Will (SPOUSE’S NAME //or// YOUR HUSBAND) be available too? (If no – find a time that would work for both)
Thanks so much for helping me with this! I’m really looking forward to catching up. I know this doesn’t mean a lot to you, but it means a ton to me.
You will receive an email with a link to our presentation and then I’ll be on, ready to go at exactly (TIME) so please don’t forget about me! Talk to you then!

Possible Customer Questions

WHAT IS CUTCO?

CUTCO is a line of high quality kitchen cutlery and a few outdoor items. I’m sure you already have

tons of knives, but I get paid just to show it to you! So would _______ or ________ be better for you?

(If you’re nervous, smile and say: It’s really awesome knives! So what time is better for you?)

I ALREADY OWN CUTCO:

______ be better for you?

(If you’re nervous, smile and say: Great! CUTCO rocks! So what time is better for you?)

THAT TIME DOES NOT WORK or I’M REALLY BUSY

No problem, I’m really busy too, but I really need to do ______ appointments by _______, and I can make sure to keep it short. Is that a bad day or just a bad time?

So how about _______ at _______ or would _______ at _________ be better?

(If you’re nervous, smile and say: No problem! Which day is the least busy?)

HOW LONG DOES IT TAKE?

Not too long at all, my part is about 30-45 minutes. After that, it’s up to you. So which time would be best for you, (DATE) at (TIME) or (DATE) at (TIME)?

This approach is only to be used with people you know from your initial list.

Different approach for calling recommendations.

Handling Questions on the Phone

ALREADY OWN IT: That’s awesome! How long have you had it? Well, I get paid just for doing the presentation and it would be great if you could give me some pointers. Also, CUTCO has a Forever Guarantee. I can inspect your knives to verify that everything is still in great shape. If not, I can help you send it back to get sharpened and polished for free. It would really help me out, so would _______ or would _______ be better for you?

BUSY: No problem Mr/s. ____ , so am I. That’s why I’ll be in and out before you know it. I’ll give you a super quick version and if I’m taking too long you can drop-kick me out the door. So could you squeeze me in real quick at _____________ or would_________ be better?

Or… No problem Mr/s. _____ . Is that a bad day or just a bad time?

CALL BEFORE YOU COME: Mr/s. _____, I’d love to do that, but I’m going to be real busy, and I count on every appointment I have lined up, so is there a better time when you’re sure you’ll be there?

CALL ME TOMORROW: When’s the best time to get a hold of you? So you’ll be there at ____? I actually have an opening at that time that I really need to fill, how about I stop by real quick then?

CALL ME NEXT WEEK: I can definitely do that Mr/s. _____, but I’m in a Huge Contest and I need to complete _____ presentations by ________. Is there any way you can Squeeze me in before then?

CAN’T YOU JUST SAY YOU WERE HERE? No, Mr/s. _____ , I can’t lie to my boss. Besides it’s quick and fun and there’s no obligation to buy anything because I get paid just to stop by. It would really help me out, so would ______ or ______ be better for you?

NOT GOING TO BUY: No problem Mr/s. ______. I love doing presentations. Even if you don’t see anything you like, it still helps me towards my goal just by listening. I’ll be in and out before you know it. I need to get in one more by______ so would ________ or would ________ be better for you?

NOT INTERESTED: I can totally appreciate that but just so I know, when you say you’re not interested do you mean in helping me out towards (INSERT GOAL, SCHOLARSHIP, ETC.) or just in buying knives?

If buying knives: I am so sorry I must not have explained it very well at all. I actually am not even looking to sell you anything, I get credit literally just for sitting down with you so if you would be willing to spare me 15 minutes I will be in and out faster than your favorite shampoo and if I’m taking too long you can literally drop kick me out the door. The only reason I am so persistent is because I am working so hard towards my goal and this presentation could mean the difference between me hitting it and falling short. *offer two times*

SEEN THE DEMO 100 TIMES! So I’m sure you already know that I get credit just for doing the presentation and that just sitting down with me really helps me out. I just feel bad it took this long for you to see MY PRESENTATION but I can do a super quick version for you and afterwards you don’t have to worry about it ever again because you can tell anyone else you have a Cutco rep for life it you were to ever get another call! So would ____ or ____ be better?

WHAT ARE YOU SELLING? What I’m showing is called CUTCO, it’s a great set of kitchen knives and gadgets. I know you probably have tons of knives but I get paid just to show it and it really helps me towards my goals. So could I stop by real quick at _____ or would ______ be better for you?

PHONING TIPS!

Make calls from the office whenever possible: It’s a great environment for maximum efficiency.
Stay organized: Always have your planner with demo times available, your approach, and your contact list.
Always follow your approach!
Smile when you Dial! Be enthusiastic! It’s not just what you say, but how you say it.
Don’t sell over the phone: The purpose is to schedule an appointment.
Create Urgency! “Mr/s. _______ , I really need to complete ____ appointments by ______ to hit my goal…”
Always offer a choice of two times!
Stress the reference: “ _______ thought you’d be nice enough to help me out”
Set up specific times: Tentative appointments usually fall through. Try not to book appointments more than 3 days in advance: More likely to forget or reschedule if it’s further out.

What are you up to (tomorrow/this weekend)? Any special plans? So you’re pretty open on ______ ? Great…

CONSISTENT PHONE EFFORT = CONSISTENTLY BIG PAYCHECKS!

ACQUAINTANCE APPROACH!

(Calling from a directory / People you don’t know well)

Hi (THEIRNAME), this is __________. I don’t know if my name rings a bell, but…

My mom works with you at __________.

I go/went to school with your son or daughter at ________.

I live down the street from you on _______.

How are you? I was hoping you could help me with something I’m working on for school.

Basically, I have been doing an internship where I get credit towards a scholarship JUST for doing short fun presentations. You are probably going to laugh because chances are you have heard of it before, have you ever heard of Cutco?

Well it’s just kitchen stuff but I get credit JUST for doing the presentation, so JUST sitting down with me REALLY helps me out.

The whole jist of it is I come over, we chop up some food, I try to make you laugh, and then we are best friends forever. You can never have too many best friends, that’s just a fact!

I know you’re probably super busy and the least important thing on your plate is the college kid’s spiel about knives, but I have been working super hard and I am going to be in your area the next couple of days. It would mean the world to me if you could squeeze me in for half an hour on ______ at _______, or would ________ at _______ be better for you?

Awesome, can I please grab your address real quick?

ALWAYS SURE UP AND HAVE THEM WRITE IT DOWN.

Can you please do me one last favor? Can you just put in your calendar that I will be there ______ at ____ and put a smiley face next to it so that you know what I look like when I get there?

Thanks so much! I will see you ________ at _______. Take care.

Calling Referrals / Recommendations

Hey is (REC NAME) there? Hi (REC NAME), this is (YOUR NAME). I don’t know if my name sounds familiar, but I was over visiting with (REFERRER) and he/she told me you were pretty awesome. Did (REFERRER) get a chance to tell you I was going to call?

Well the reason _____ told me I HAD to give you a call is because she KNEW you would be nice enough to help me out with something I am working on for school. Basically, I have been doing an internship where I get credit towards a scholarship JUST for doing short fun presentations. You are probably going to laugh because chances are you have heard of it before, have you ever heard of Cutco?

Well it’s just kitchen stuff but I get credit JUST for doing the presentation, so JUST sitting down with me REALLY helps me out. The whole jist of it is I come over, we chop up some food, I try to make you laugh, and then we are best friends forever. You can never have too many best friends, that’s just a fact!

I know you’re probably super busy and the least important thing on your plate is the college kid’s spiel about knives, but I have been working super hard and I am going to be in your area the next couple of days. My goal is to do 5 demos by (2 DAYS AWAY) and it would mean the world to me if you could squeeze me in for half an hour on ______ at _______, or would ________ at _______ be better for you?

Awesome, can I please grab your address real quick?

ALWAYS SURE UP AND HAVE THEM WRITE IT DOWN.

Can you please do me one last favor? Can you just put in your calendar that I will be there ______ at ____ and put a smiley face next to it so that you know what I look like when I get there?

Thanks so much! I will see you ________ at _______. Take care.

Handling Questions on the Phone

Or… No problem Mr/s. _____ . Is that a bad day or just a bad time?

Calling Friends to Get Parents’ Numbers

Hey (THEIRNAME),

I need you to do me a favor. I’m literally calling everybody I know.

I started this new job and I’m in this huge contest to earn a scholarship.

All I have to do is this really quick presentation for people and get their opinion on something.

It’s pretty easy to do, but I have to see people that are over 30 and married. I was thinking your parents fit that description. I have to actually call them and ask them personally about it. Even if they’re too busy to do it, that’s fine. It helps me just to call them and ask them about it.

So who’s easier to talk to, your mom or your dad?

Cool, let me get her/his number real quick. It would really help me out.

Thanks a lot! Ok I gotta go, but I really appreciate it. This helps a ton!

Objections

“ARE YOU SELLING SOMETHING?”

Yes! But what’s cool about it is that they don’t have to buy anything so it’s SUPER low pressure. Whether I actually sit down with them or I just talk to them over the phone for 60 seconds, it still helps. Don’t worry, I promise I won’t bother them.

Trust me, I wouldn’t be doing this job if it was something I felt like would bother people. In fact, I bet they’ll love it! It’s really fun. So can you help me out?

“LET ME ASK THEM FIRST”

That’s okay. But, like I said, I’m really supposed to talk to them myself to compete for the scholarship.

I wouldn’t be doing this if I thought I was going to bug your parents.

It won’t take a lot of time, and I’m sure they won’t be mad at you for helping your friend. So can you help me out?

“THEY’RE REALLY BUSY” or “I’M NOT SURE IF THEY’D WANT TO”

No big deal. Worse thing that could happen is they say “no” and then it still helps me towards the contest. It takes literally 60 seconds for me to talk to them on the phone, so it won’t take up too much of their time. If I could just at least talk to them then it would really help me out.

So can you help me out?

“WHAT’S THE PRESENTATION ABOUT?”

Well it almost takes too long to explain, but basically I’m just demonstrating some kitchen stuff.

Like I said, it’s really easy and they don’t have to commit to seeing it, I just have to call and ask them. If they say they’re busy then no big deal. So can you help me out?

(If they insist on talking to them first)

Ok, you can go ahead and ask them, but make sure you ask them a certain way: Just say: I’m competing in a scholarship contest. I get credit just to show them a quick presentation. It’s really fun and easy and only takes 45 minutes. If they say yes can you call/text me back with their number by _______? Ok thanks!

PAY PROGRAM

Sales Volume	Promotion Level	Cumulative Income	Average # of Demos	Fast Start Demos Per Day	First Month Demos Per Day (5 days/wk)
Sell 1,000	15%	$100	7	1	–
Sell 3,000	20%	$400	20	2	1
Sell 6,000	25%	$1,000	40	3	2
Sell 10,000	30%	$2,000	60*	4	3
Sell 20,000	35% (30+5)	$5,000	120	5	6
Sell 30,000	40% (30+10)	$8,500	180	–	–
Sell 50,000	45% (30+15)	$16,500	300		–
150,000+	50% (30+20)	$61,500	*Averages	Improve With	Experience!!!

Bonus Levels

Monthly quota in order to receive bonus level: 4k CPO = 10% / 6k CPO = 15% / 8k CPO = 20%
Monthly bonus paid out first cycle of following month

BASE PAY

Weekly Cycle: Tuesday Morning—Monday @ Midnight
Base Pay Calculation: $ 22 Base / Appt x Number of Qualified Appts completed for week
Qualified Appointment: Over 30 / Working full time (or retired by choice) / No group demos
CALL IN FOR COACHING CALLS and KEEP YOUR DEMOS UPDATED IN THE QUEUE APP

Must call after EVERY demo to receive base pay

Calculating Your Paycheck

Base or Commission: Whichever is higher for the week — not both.
If Commissions are higher for the week: No base pay from company

Example: 10 Appts for week x $22 Base/Appt = $220 guaranteed Commissions earned for week = $90

Company contribution = $30

Total Check = $220

If Base Pay is higher: Company contributes the DIFFERENCE

If your paycheck is ever incorrect or not what you expected, CALL YOUR MANAGER ASAP!

Reasons for Incorrect Paycheck: Problem Orders (not processing) or Forgetting to turn in QPR

HOW QUICKLY CAN YOU GET TO 30% … AND EARN $2,000???

THE PURSUIT OF 10K AND DIRTY THIRTY!!!

$10,000 / 250 Average order = 40 sales 40 sales / 60% = 60-70 Demos

DEMO A DAY = 2 MONTHS
DEMOS A DAY = 5 WEEKS
DEMOS A DAY = 3 WEEKS

5 DEMOS A DAY = 2 WEEKS

6 DEMOS A DAY = FAST START CHAMPION!

HOW MUCH WILL YOU EARN THIS CAMPAIGN???

12 week projection (Based on 66% closing [2/3] and 250 Average order)

5 DEMOS A WEEK Part Time around school or WEEKEND WARRIOR

5 Demos x 12 weeks = 60 Demos = 40 Sales x 250 Average order = 10,000 CPO = $2,000 income

10 DEMOS A WEEK

10 Demos x 12 weeks = 120 Demos = 80 Sales x 250 Average order = 20,000 CPO = $5,000 income

20 DEMOS A WEEK

20 Demos x 12 weeks = 240 Demos = 160 Sales x 250 Average order = 40,000 CPO = $12,500 income

Phoning Is The Answer / “Dirty” 30% and Beyond!

Consistent Phoning Throughout the Campaign = Massive CPO

HIT 10K MINIMUM FOR CAMPAIGN AND QUALIFY FOR REGIONAL “DIRTY 30” EVENT!

EVENTS: SPRING CAMPAIGN @ RDC / SUMMER CAMPAIGN @ CFC / FALL CAMPAIGN @ YEB

10 Phone calls a day = 10k “PROSPECT” $2,000 income

10 Calls x 5 days a week = 50 Phone Calls a week → 7 Demos = 1000 CPO

Guaranteed 10k for the campaign $2,000 income if starting from scratch!

5 calls every morning / 5 calls every night OR 5 Before—5 After each demo (1 demo a day)

20 Phone calls a day = 20k “PRO” $5,000 income

20 Calls x 5 days a week = 100 Phone Calls a week 14 Demos = 2000 CPO

Guaranteed 20k for the campaign $5,000 income if starting from scratch!

10 calls every morning / 10 calls every night OR 5 Before—5 After each demo (2 demos a day)

30 Phone calls a day = 30k “ALL STAR” $8,500 income

30 Calls x 5 days a week = 150 Phone Calls a week 21 Demos = 3000 CPO

Guaranteed 30k for the campaign $8,500 income if starting from scratch!

15 calls every morning / 15 calls every night OR 5 Before—5 After each demo (3 demos a day)

THE PHRASE THAT PAYS… (Urgency)

“Mr/s. ____, I know you’re probably really busy but I need to do__ appointments

by _____ in order to hit my goal. Is there any way you can squeeze me in

on ______ or is __________ better for you?”

DREAMS LIST / GOALS

HOW WILL YOU USE VECTOR TO ACHIEVE YOUR DREAMS???

Physical

Short Term Long Term

1. 1.

2. 2.

3. 3.

Material

Short Term Long Term

1. 1.

2. 2.

3. 3.

Intellectual / Creative

Short Term Long Term

1. 1.

2. 2.

3. 3.

Financial

Short Term Long Term

1. 1.

2. 2.

3. 3.

Adventure

Short Term Long Term

1. 1.

2. 2.

3. 3.

Psychological / Emotional

Short Term Long Term

1. 1.

2. 2.

3. 3.

Spiritual

Short Term Long Term

1. 1.

2. 2.

3. 3.

Character / Legacy

Short Term Long Term

1. 1.

2. 2.

3. 3.

CUTCO

Short Term Long Term

1. 1.

2. 2.

3. 3.

4. 4.

Career

Short Term Long Term

1. 1.

2. 2.

3. 3.

4. 4.

THE PATH TO FSM!

Attitude is everything: Stay positive no matter what! Focus on performance goals rather than results.
KISS: Follow the Manual, Have Fun, Cut Food!
Complacency is the enemy of consistency: Stay focused and keep your momentum.
Consistent phone calls: 10-20-30 a day or “5 before / 5 after”. Phone from the office as much as possible!
“Mission 100”: How many contacts can you build? Concentrate on building a massive customer base.
Best 5 / 10 Focus: Can you see your next BEST 5 or BEST 10 prospects each week?
Coaching calls daily for best coaching and accountability
PC weekly to stay on track for your goals
Always Be Learning. Go on field trainings. Learn from the best with audios and videos on Vectorconnect!
Event Attendance: Team meetings and conferences are crucial to any FSM’s success
Newsletter: Hit the regional newsletter every week and your sales will skyrocket
DIRTY 30: How quickly can you hit 10k each campaign?
How to get GREAT?: Repetition and Passion. Master the fundamentals and fall in LOVE with CUTCO
Master the Approach and Objections for: Closing, Recommendations, and Phoning – you’ll be an FSM ASAP!

THE MORE YOU LEARN… THE MORE YOU EARN!

Check out the LIBRARY on VectorConnect to access hundreds of audios and videos!
Best practices from top Cutco Sales Professionals and Veteran Managers
Increase your Phoning, Recommendations, and Closing skills. High level teaching → Pure Gold!
Get motivated and inspired with keynote talks from the best events and conferences! Vector Ted Talks!

KEYS TO SUCCESS

PERSONAL DAILY INTERACTION- (P.D.I)

Remember to check in after every demo & whenever you need help.

Mon – Fri ______ to ______, Sat – Sun ______ to ______ Telephone Number________________

Daily contact with the office is essential. When possible, you are encouraged to stop in during these

times. At a minimum, you need to call in DAILY. Along with the daily reports which must be completed by the managers, the purpose of the call is to inform you of special contests, promotions, standings, new programs, and other timely information that will help you be more effective in the field. We can answer questions, discuss new techniques, etc. Be sure to call on time. If you can’t get through, try again or text your manager! P.D.I. is probably the most important aspect of working with VECTOR. It is an opportunity to get personalized attention, and help your income grow. Be prepared to share the following: # of presentations, # of sales, C.P.O., # of leads received, # of demos for the next day

This will make P.D.I. run smoothly for everyone.

ADVANCED TRAINING (A.T.)

During your first week with VECTOR, you will be attending an Advanced Training session. The purpose of A.T. is to review, fine-tune, and build upon the basic fundamentals learned in the Training Seminar. A.T. will also address any questions you may have encountered during your first few days in the field. It will also provide a forum to share ideas from your successes with other representatives.

DAY & TIME:___________________________________________________

WEEKLY TEAM MEETINGS

Ongoing training is vital to success and growth in sales. Weekly meetings pick up where advanced training leaves off, recognizing outstanding sales reports, solving problems, improving techniques, in short, contributing to the goal of improving your performance, and thus your income. Be sure to leave these times open in your schedule and to attend your meetings each week.

A PRESENTATION IS NEVER MORE IMPORTANT THAN A SALES MEETING.

DAY & TIMES:________________________________________________

PHONE JAMS

Phone Jams are an important part of a sales rep’s success with Vector. Sales reps can expect to attend at least one Phone Jam at their local office each week. Many of our top reps attend Phone Jams several times per week as they provide an opportunity for reps to make this essential activity fun and exciting. Reps can compete against other reps at Phone Jams for bragging rights while booking up their appointments in a lively environment with other top reps from their team. Oftentimes, the manager will have a contest to inspire peak performance. Be sure to attend the office Phone Jams each week.

ONLINE SUPPORT

Find helpful videos, watch a full demo, learn advanced tips and techniques from top reps and managers. Use www.NJLegacyRep.com

Virtual Demo: Demo Tools > Virtual Demo – How To
Fast Start Audios/Videos: Learn > Fast Start

PERSONAL CONSULTATIONS (P.C.’S)

Following Advanced Training you will sit down with a manager to have a P.C. This is an opportunity to

sit down with a manager one-on-one to review basics, personal goals and progress, talk about advanced selling techniques, and generally get to know more about VECTOR and the opportunities available to you. We take great pride in the personal care and interest our managers have for their teams; and it is the responsibility of the management team to make sure representatives are receiving the attention needed to succeed. A P.C. is one of the most effective ways to accomplish this!!

FIELD TRAINING

Field Training allows a new rep to watch the performance of a more experienced rep, in the field, by

watching an actual presentation. Field Training enhances our reps’ effectiveness, confidence, and results. It’s a lot of fun to share ideas with other top reps. Make sure to schedule your field training appointment right away.

DIVISION MEETINGS & REGIONAL CONFERENCES

Division Meetings and conferences are another source of learning in VECTOR!! They are generally

geared towards advanced selling techniques. One main benefit is that attendees have the opportunity to mix and mingle with reps from all over their region. You can pick up new ideas, new skills, gain valuable insights, and make lots of new friends; not to mention how it will impact your resume. Ask your manager when the next event is scheduled, and how to qualify to attend.

YOU DON’T WANT TO MISS ANY EXCITING EVENTS!!!!

THE NEXT EVENT IS ___________________________________________.

TEAM ACTIVITIES

From time to time, teams get together casually to play softball, go bowling, go out for pizza, etc…

Building friendships and learning how to deal with all different types of people in all different types of situations are some of the many ways you can enhance your leadership and communication skills while working with VECTOR. It’s a great way to share the business while having a lot of fun!!

S.L.D.M. (Sales Leadership Development Meeting)

This is a special meeting with our Division Manager, where s/he explains how to operate at peak

performance so you can truly maximize your Vector opportunity. This is a chance to receive high level training from one of the most talented leaders in our company. Be sure to ask your manager how to get invited to the next S.L.D.M.

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