Show:
The Presentation
Closing
Leads
Phone
Names & Uses
100
We cut all of this during a demo.
What is Penny, Rope, Leather, Tomato (food)
100
Name three different ways to ask for the order.
Should I write up the order?, Will you be getting that today? , Would you like to try it out for 15 days? , How many homemakers will you like? , Will that be 1 payment, 2 payments, 3 payments or 5 payments?, Will that be Visa or MasterCard?, Others?
100
What is the average amount of leads received per appointment?
What is 5-10
100
What are the best phone times ? (5)
Weekday mornings 7h30-9h30 (7:30-9:30am), Weekday evenings: 19h00-21h30 (7-9:30pm), Sat Mornings 9h00-11h (9-11am), Sunday Evenings: 19h00-21h30 (7-9:30pm), Any time on weekends (they should be home)
100
What is the table knife used for?
What is Breakfast, dinner, supper (every meal), Leather = steak , Butter, Everyday Table setting
200
When do we tell the client about the Forever Guarantee?
What is after cutting the rope.
200
What are the steps to dropping down from a homemaker+8?
Trade In/Basic Homemaker, Galley , Galley Trade In Starter Sets (Essential, Studio, Space Saver, All knife set, Kitchenette) , Wish List Specials Individual pieces/gift sets, Reserve First Call Special
200
What are 3 ways to get 15 or more leads per appointment?
What is * Free CUTCO (Ice cream scoop, Can opener, Peeler, Point System), * Automatic sponsorship, * Give back to client – babysit/donate a prize
200
How do you impact the client on the phone? (4/6)
Smile when you dial , Be confident and positive, Tell a joke – make them laugh , Be understanding and sincere, Pleasantly persistent, Be Enthusiastic
200
What are the pieces in the homemaker +8 set?
Paring knife, Trimmer, Spatula spreader, Turning fork , Butcher knife, French chef, Slicer, Carver, Carving fork , 8 table knives, Medium size cutting board, Sharpener, Block
300
What are the parts to the forever guarantee?
What is Performance, Sharpness, Service agreement for misuse and abuse, 15 day unconditional money back guarantee.
300
What are the usual objections that follow the close? (6)
Mine are fine, They are too expensive, Too many knives, Have to talk to my spouse, I’ll think about it, Not right now.
300
How can you increase the leads while at the appointment?
Thought joggers (F.R.A.N.K.), Neighbours, People who like to cook/entertain , Children play sports (coaches, teachers), Church Directory, Address book , Cell phone , Co-workers, Hobbies/extracurricular activities, Free piece of Cutco, Automatic sponsorship , Another chance into the shopping spree draw.
300
What are some good techniques to prepare for a phone jam/phone time? (3/6)
Smile push ups, Warm up phone call – to a friend or family/co-worker, Pump up song or activity, Organization – names and numbers, Quiet space , Prepared time table
300
What are the uses of the slicer? (4)
What is bread, cake, boneless meats (ham), lettuce (cabbage).
400
What are the features and benefits to Cutco products? (6)
Universal wedge-lock design handle, Thermo Resin handle, Full tang construction, Three nickel silver rivets, flush handle, High carbon stainless steel blade 440 grade A, Mirror finish, Exclusive DD edge.
400
Recite your close!
Pages 10-11 manual 1
400
What are the common objections to getting leads?(4)
I don’t know anyone , I want to call them first , I don’t feel comfortable putting my friends names down, I can only think of a few
400
What are the common phone objections? (4/5)
I’m busy , Not interested, I don’t want to waste your time , What is the product? , How long will this take?
400
What are the 7 features of a fisherman’s solution?
Extendable blade 6-9 inches, Gripper, Blade stone sharpener, Hook sharpener , Line cutter , Belt fastener , Handle (orange and black - Kraton)
500
What are all the steps taken to fulfill a successful presentation (demo) in order? (11)
What is 1) Compliment the customer/ Build rapport 2) Share goals 3) Establish credibility (introduce company) 4) Cut penny 5) Build value (Present the problem- Junk Knives) 6) Provide the solution (present CUTCO) 7) Cut Rope and food 8) Present Homemaker and cut leather 9) Comparison and close 10) AFTO 11) Ask for leads
500
What is the cycle of which one takes to respond to an objection?
Listen, Repeat, Agree, However, Use Logic/Tell The Truth, AFTO.
500
Recite your leads approach word for word.
Now Mrs Jones... (etc.)
500
What is the appropriate response when addressing someone who already OWNS Cutco?
Verify if they have a current rep., How long they have had Cutco?, Switch over to a service call approach (if known). BOOK THEM ANYWAYS! - "Great - so you already know the drill, I just need help to win my scholarship! So is ___ or ___ Better?"
500
What are the pieces of a basic essential set?
2 ¾ “ Paring knife, Chef knife, Petite carver, Spatula spreader , Turning fork , Sharpener , Medium Cutting board