1. DAY 2 TRAINING Please sign in
Role play pages 6 & 7 with a partner switching each piece
Focus on using the blue book more and having some eye contact
Make lots of mistakes, the more we get out of the way now, the less you will have on your appts

2. WHO DO YOU SEE AT?
Williams & Sonoma Crate & Barrel The Bay Costco Home Shows Home Depot

3. WHAT’S FUN FOR YOU TO SPEND MONEY ON?
Video Games Musical Instruments DVD’s CD’s/MP3s iPods Stereos Basketball shoes Ladies Shoes Clothing Sporting equipment Entertainment Movies

4. WHAT KIND OF THINGS DO FAMILIES SPEND MONEY ON?
BBQ’S Tables TV’s Appliances Beds Couches Renovations Computers

5. WHAT CRITERIA DO CUSTOMERS USE WHEN BUYING?
Can I afford it?
Does it have a guarantee?
Will it last/durable?
Good service?
Use it?
Brand name & reputation?
Do you want it?
Looks good?
Performance?
Will my friends like it?
Do I like the salesperson?
Is it good quality?

6. Does CUTCO Satisfy The Criteria?
Afford it Use it Maintenance Cost Last Guarantee Save Time Performance Quality Materials Look Good Safe Need It Brand Name Company Friends Like it? V V V V V V V V V
PRICE V V V V V

7. Value < Price Value = Price Value > PriceNO
???
YES

8. AVERAGE ORDER SIZE
$250
$125
$125
$83
$83
$83

9. Normal Tank of Gas = $50 What if it was $3000???
However, what if that $3000 tank of gas came with a guarantee where it included free gas at any gas station around the world for LIFE?
Tank of Gas
52 Weeks
X $50 fill up
$2600
X 10 years
$26000!!!
Good Deal???

10. BREAK
When you come back:
Sets and Pricing
CUTTING CLINIC!

11. DROPPING DOWN Don’t Run Don’t Skip Don’t Fall Homemaker Price Range
$3500
$400
$35
BMW 7
Touchdown
6 pts
Galley
20%
BMW 5
Field Goal
3 pts
$250
80%
Starters
BMW 3
First Down
Customize
Used BMW 3
4 to 5 Yards
Don’t Run
Don’t Skip
Don’t Fall
Pieces
Keychain
2 Yards
Sack

12. PAGE 8
1639
3000

13. PAGE 9
3000
1639
1295
274
1039
220 OR
268/119

14. PAGE 10
945
200
729
155 OR

15. Page 11
153
719
115
539
121
570 92
429
127
595
565
529
477
445
178
839
SHEARS

16. KEYS TO SELLING SETS Say “SETS” a lot – people will think in sets
Enthusiastic about every knife (don’t play favorites)
Promote the Blocks & Trays
Payment plans – clear & slow

18. ROLE PLAY (8 & 9) Use your Manual (contact will improve as you go)
NO SWITCHING – DO BOTH PAGES, say YES to touchdown, then switch partners
2 TOUCHDOWNS EACH, but get through as many times as possible

19. 1ST WEEKEND A = Age 30+ C = “Casa” owns a home
M= Married
A = Age 30+
C = “Casa” owns a home
Turn to page 18 and put:
A+ = MAC
B = 2/3
C = 1/3
F = 0/3

20. SCHEDULE Saturday Monday Sunday School Day 3 Training Church
Advanced Training

21. ADDITIONAL TIPS
NO group demos
Their house not yours

22. name
Your name 10
Monday
Day
Time
Time
Spouse
Day
Time
Time
Time
Time
Time 10
Monday
Day
Day
Time
Time 30
Day
Time
Day
Time

23. ROLE PLAY (PG. 21) Use your manual (they can’t see you on the phone)
Have fun, don’t make it ridiculous
Give each other 1 question each time

24. SAMPLE KIT Cash – Please bring exact $99 plus tax
Cheque – Need address on cheque, DL#, DL exp date
Credit – Need #, expiry date, billing address
Borrow it from someone
1) Pay them back, 1st cheque is a week from Tuesday
2) Give them kit, Only way they will ever get 75% discount
3) Send it back, Process within 15 days, will credit back account

25. FAST START
30,455 - Trip for 2 to Bahamas!!! $1000 Shopping Spree!!! – iPad 3!!! – Night on the Town 7500 – Homemaker Block or 8 Table Knives 5000 – Entertainer Pak 4000 – Carving Knife & Fork 3000 – Slicer & Turning Fork 2000 – Butcher Knife & Sharpener 1500 – Fisherman Solution 1000 – Petite Chef 500 – Spatula Spreader
5th Promo 40%
8 demos/day
4th Promo 30%
4 demos/day
3rd Promo 25%
3 demos/day
2nd Promo 20%
2 demos/day
1 demo/day
1st Promo 15%

26. PHONE JAM Follow the approach Smile when you dial =)
Spread out if you need some more room or some privacy
Everyone gets 3 demos!

27. Assignments Set up appointments TONIGHT for this weekend
Review pages 8 & 9
Sample kit $
Cell Phone
Calculator
Sin # and Direct Deposit