Building Rapport / Social Etiquette

(Recommended 5-10 minutes)

(Get to know your customer and/or catch up with them)

(Ask several questions before getting started!)

• How has your summer/fall/winter/spring been so far?

• How do you know [the person that referred them]?

• Have you and your family done anything special this summer/fall/winter/spring so far?

• Do you have any trips coming up?

• Do you have any kids? What are their names?

• Where are you from? Where did you go to school?

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

My Cutco Rep App

By the way, did you download "My Cutco Rep" app from the text message I sent you?

If yes: Great, thanks! We will use that toward the end of the presentation.

If no: It helps me with anonymous feedback on my presentation, would you mind downloading that real quick?

Our company created a very simple App called "My Cutco Rep", which is only available and used by Cutco Customers, like yourself.

Do you have an iPhone or an Android device Mrs. ______?

This app 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. (meeting # can be found in your Vector Impact App)

Here is the link to get the app...(text customer link from VectorImpact. It is in the second confirmation text you send to them after booking the demo).

I just messaged you with the link Mrs. _____.

For iPhone: After downloading the app you'll have to click on SETTINGS Mrs. _____. then General, then Device Management and then Trust/Verify MyCutcoRep. We're a Certified App Developer for Apple and this is a private app that's only used by Cutco customers, it's not on the app store since it has no use other than for someone who's seeing a Cutco presentation. Let me know when you finish doing this step, thanks!

For Android: After downloading the app you'll have to click on SETTINGS Mrs. _____. then "Give Chrome Permission to Install". Since we're a Certified App Developer for Android and this is a private app that's only used by Cutco customers, it's not on the app store since it has no use other than for someone who's seeing a Cutco presentation. Let me know when you finish doing this step, thanks!

Also, at the end of our presentation there will be a way for you to help sponsor me to my goals in the company too! Thanks so much for your help Mrs. _____!

Okay go ahead and open the app.

My rep # is ___ and the meeting # is ____. Please go ahead and answer the first two questions for me and once you get to the product knowledge section you can put your phone aside...

YourCutcoDemo.com

Share your screen with the customer. Highlight the "YourCutcoDemo.com" screen.

Don't forget to "Share Computer Sound" & "Optimize Screen Share for Video Clip"

Personal Story/Goal Sharing

Let me tell you a little bit more about myself... (school, major, hobbies, family, dream job)

Mrs. _____, do you mind if I share my goals with you?

I’m working with Cutco because... (skills / experience / resume / future)....

Link to Goal Sharing

Goal Sharing

I just started my Fast Start Contest and I have a goal to complete ______ presentations and sell $_______ in my first 10 days on the job. This goal is really important to me is because... (share why your sales goal is important to you)

Also, if I sell enough Cutco, I can earn a President’s Club letter, which would look great on my resume. It's a hand-signed letter of recommendation from the President and CEO of our company!

As a student, I have a chance to win an All-American Scholarship to help pay for school, too. Earning this scholarship would... (share how the scholarship will help you in the future).

Mrs. _____, like I said on the phone, you don’t have to get anything. I get paid $17 just to do this presentation. But, if you see something you're interested in— not only would you be adding to your collection, but you would be helping me out toward my goals, as well!

As you know, I only work through referrals, so my main goal today is that you like Cutco enough to tell some of your friends about me.

Customer Testimonial

Mrs. ______, would you be willing to write me a customer testimonial?

Great!

It's really simple, 3 things:

1. How long you've owned your Cutco

2. What you think about the product / your experience

3. Your name / signature

Would you be willing to send that to me in an email? (Give customer your email address)

Product Video

I'd like to show you a short video that illustrates the quality of Cutco. It's about 10 minutes long, and I think you'll love it. After that, I’ll show you the pieces in our basic set.

A few things to know:

1) These are real customers. Some of them have had CUTCO for decades.

2) The Forever Guarantee is what makes Cutco a top-selling brand in North America. Essentially, if anything ever happens to your Cutco, you can send it back to the factory and they'll sharpen, replace, or refurbish it for free!

Now, please click "full screen" and make sure your volume is up. We'll watch it together!

After Video

BUILDING COOKING RAPPORT

Now, before I show you our product line, I'd like to get to know your cooking style a little bit.

(Write down your customer's cooking habits in a notebook)

How long have you owned your Cutco?

Do you remember where (or who) you bought it from?

Have you ever had your knives sharpened up for free?

What are your favorite Cutco knives that you own?

Do you prepare food because you have to, like to, or love to?

Would you say you typically prepare food 1-3 nights a week, 3-5 nights a week, or 4-7 nights a week?

What are your favorite vegetables to prepare? Fruits? Meats?

Do you typically buy all of your fruits whole? Or do you buy them pre-cut?

What is your favorite meal to prepare for your family?

What's the hardest thing in your kitchen to cut?

Do you ever cook with anyone else?

Great! Thank you for sharing, _________. With that information, I'm going to start by showing you the pieces in our most popular set which is called the Homemaker...

(Scroll Down to "Homemaker Set Pieces" Slideshow, Go "Full Screen")

Names & Uses (Homemaker Set)

(If customer already owns a piece/knife, still review the names & uses, many people forget! And, it's great practice)

Mrs. _____, 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 two larger set options for customers who love to cook, called the Ultimate and Signature.

But, I’m going to review the pieces in our BASIC SET, which is the most popular. It’s called the HOMEMAKER+8. It has the minimum number of tools to do 100% of the jobs in your kitchen as efficiently as possible.

It’s the best value for the average family and it starts with your...

So, pretty much, the basic set is just four little knives, four big knives, and two forks.

Can you see how over a lifetime of cooking you’re going to use every tool in your basic set?

Summary

Mrs. _______, let me review why you chose e 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's the last set of knives you’d ever buy.

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.

• Sets come with a FREE cutting board and other FREE STUFF.

• Sets are much SAFER because they come in a block or tray.

And we have interest-free monthly investment options so you don’t have to pay for it all at once!

(Scroll Down to "Set Options" Slideshow, Go "Full Screen")

Selecting The Best Option

Mrs, _______, I know that you already own some Cutco, and that's AWESOME!

Do you happen to remember how much you paid for your Cutco?

YES: So I'm sure that you remember that Cutco is REALLY REALLY expensive, but you get what you pay for and that's why I'm happy to show it :)

Before we move on, I have a price comparison here for our top competitors: Wusthof and Shun. Have you heard of them before?

As you can see, the price of this Wusthof set—which is comparable to Cutco's Homemaker+8—is $3,435. And, the price of the Shun set is even more: $4,350. Sometimes you can find these sets on sale between $2,000 and $2,800.

Anyway, because you already own Cutco... you already know that Cutco is at least twice as good as either of these sets.

And, when a product offers twice the quality and twice the value, it really should equal twice the price. At twice the price, you'd be talking over $4,000 for a basic set of Cutco.

The cool thing about Cutco, though, is that Cutco doesn't even cost as much as the Wusthof or Shun sets that I showed you.

The Homemaker set that I originally went through with you, which is the same size as the $3,435 Wusthof set, is actually only $1599... so it's a product that has an infinite value because you'll have them forever, at only a fraction of the cost!

Now, _______, since you already own Cutco, it doesn't make sense to buy a full set. Most Cutco owners either upgrade to their favorite set, or pick out some pieces to supplement what they already own. Either way, if you decide to add more Cutco to your collection, I'll be able to give you the best possible deal...

So, I'm going to show you some of our larger set options.

(Next Slide)

Super Shears

Cheese Knife

• • "Everything sticky knife"

  • Perfect for starchy and water-dense foods like potatoes, zucchini, and cucumbers.

  • It has the three holes in the knife so there is no surface area for anything to stick to the knife

Petite Santoku

• "Baby chef knife"

• Favorite knife for most moms

• Only 5" in length, so it's not too intimidating, but because it has that pointed tip, it's great for slicing, dicing, and chopping.

Hardy Slicer

• One of a kind specialty knife (unlike any other knife on the market)

• Known as the Trimmer on steroids because it's 3x as thick

• Blade is curved upwards, so as you're cutting through the foods, it actually splits the foods

• Great for thick foods, like squash

The Family set has room for 10 Table/Steak knives

(Next Slide)

Salmon Knife

• Thin slicer knife (that’s also exceptionally light)

• Best knife for melons

• Most flexible knife Cutco makes

• Uses: delicate fillets, cured salmon or fish, roast beef slices like Arby's

• Fun Fact: you can slice a grape up to 10 times with this knife

Cleaver

• 2 pounds of American made muscle: heaviest knife Cutco makes

• Uses: split ribs, smash whole chicken, cut through a hard-shelled coconut, remove fish heads

• Use the back of the blade to pound and tenderize meat

• Known as the spare tire – you’re not going to use it every day, but when you need it, you’ll be so glad you have it

Boning knife

• It’s one of the sharpest knives we make

• It’s your daily raw meat knife, protein prep knife, and fajita/crock-pot knife

• Twice as fast and easy to remove fat because there is no friction like a Double D edge

• If you eat meat, you’ll wonder how you ever lived without it

Santoku

• Japanese inspired – a fantastic all-purpose knife

• Even weight distribution makes it easier to chop, rock, and slice

• Many of our sets come with both because choppers are used daily

• Uses: big onions, peppers, or vegetables

• Fun Fact: Santoku means “3-in-1” (chop, rock, slice)

Vegetable Knife

• Best chopping knife we make

• Widest blade of anything Cutco makes – easily transfer ingredients from cutting board to pot/pan

• Slicing thin, wide cuts of fruits and vegetables

• Cubing hard vegetables, like squashes and potatoes for roasts or soups

• Uses: cut through thickest parts of carrots, zucchini, squash, smash/chop/mince/transport garlic

Petite Slicer

• Great for cutting smaller loaves breads and bagels

4" Paring Knife

• Also known as the mom knife, grandma knife, or perfect sized fruit knife

• Big enough blade to use on the cutting board

• Uses: cherry tomatoes, fruits, and veggies

The Complete Set also has room for 12 Table/Steak knives.

Mrs. ______, in a perfect world, if you could upgrade to a set which one would it be, The Basic, The Family, or The Complete?

(Highlight Ultimate, Signature, and Homemaker set)

Bundle and Ask For The Order

Great!

Just for fun, what I'm going to do for you right now is price out what an upgrade would look like. Just give me a few seconds, please, while I put a bundle together! And because you already own Cutco, I can offer you the best deals... Is that okay with you?

Price Calculator

(Add up the individual prices of the knives and block they picked.)

(Divide the total by 5 if it's over $400 and by 3 if it's over $200.)

(Write down the full and monthly payments in your notebook. -- If you need help with packaging items, call your manager.)

Okay, Mrs. ______, I'm ready with the prices!

The total for your set upgrade is $______, which breaks down into $_____ per month for ____ months.

Now let me explain our "Buy-Now Bonus."

The "Buy-Now Bonus" allows me to give you Free Cutco when you place an order on my first visit. So, if you upgrade to the ____________ Set today, I can give you ____ for free, OR I can give you a price cut!

Which would you prefer?

(If neither, or if you know something else that the customer would like, call your manager to determine what else can be given for Free.)

Now, __________, I wouldn’t be doing my job if I didn’t ask, would you like to upgrade to the _________ Set today and get your FREE gifts?

If Yes: Amazing, you will love your Cutco! Let's take a look at the accessories just so you know what else is available to add to your order (either now or in the future).

If No: No problem! Did you want to know the price of a different upgrade?

If Yes: Just give me a few seconds, please, while I put a bundle together!

If No: No problem! Lot's of customers like to customize their own set!

Customizing

(If the customer only has a few pieces, talk about potential Galley upgrades... otherwise, move to Customizing)