Brookfield Cutco Manual

Page 1

Close w/ pricing

BUILDING RAPPORT / SOCIAL ETIQUETTE

Get to know you customer! Ask a lot of questions! [Family/Kids, Profession, Hobbies, Places they travel, Pets]

How is your family (kids, etc.)? Do you mind if I ask what you do for work? How did you get into that? Do you like it?

Let me tell you a little about myself.. (School, Major, Hobbies, Family, Aspirations)

What's your story? (Share about me page)

I also get to work on (Developing stronger communication skills, building stronger relationships, developing new skills, working through adversity, developing self confidence to handle any situation, etc)

Also, If I sell enough Cutco, I can earn a Presidents 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

Let me explain why I called you in the first place & why I'm excited about it...

(Scroll to picture of factory in demo page)

The company I work for is called Cutco (are you familiar?)

• Cutco has been around since 1949

• Made in America at our factory in Olean, NY

• We have over 16 million customers & and in 2020 had our largest year ever by selling over $320 million. Since people have been cooking more than before and as a result spending money on things for the home.

• You may have seen us on TV shows like Modern Marvels and Made in America

• Cutco also produces KA-BAR Knives used by our military and law enforcement agents.

_(Name)__, like I said on the phone you don't have to get anything. I get paid just to do the presentation. If you see something you're interested in- which most people do, you know you'll have a product you'll enjoy for a lifetime.

I only work through referrals, so my main goal today is that you enjoy the appointment and Cutco enough that you would be willing to share it, with your friends or family.

Page 2

PRODUCT VIDEO

The first part of my presentation is a short video that shows the quality of Cutco. After that, I'll show you the pieces in our basic set.

Something to note these are all real customers and some of them have had CUTCO for decades.

(Suggest customer takes notes while watching video)

A lot of customers will jot down a few notes during the video 2 big things to pay attention for:

• What kind of guarantee does Cutco have?

• What physical feature of Cutco stood out to you the most?

During the video: Add comments when you see something that you want to comment on.

After the video ends- Ask

• "So what kind of guarantee does Cutco have?"

• "Which physical feature stood out to you the most? "

Page 3

FEATURES AND BENEFITS

To Recap- There are 4 Physical Features that make Cutco worth considering: (Scroll to pictures of features of knife and guarantee)

HANDLE DESIGN (Universal wedge-lock handle)

This handle is designed to reduce hand fatigue and slipping. Making the handle a great fit for everyone in the family. It’s even better for older parents or grandparents that don’t have the same hand strength they use to.

HANDLE MATERIAL (Thermo resin)

This type of material makes our handle kid proof (especially teenager proof) It resists cracking, scratching, & splintering. Best of all its 100% dishwasher safe so you can get back to the things that matter.

HIGH-CARBON, STAINLESS STEEL

The type of steel we use is considered ideal. It provides maximum edge retention and stays sharper longer than any other steel.

DOUBLE-D® EDGE

The best thing about Cutco is the edge we use in many of our knives. It is called the Double-D®. It's designed to be the lowest maintenance knife on the market so you don't have to waste time or effort sharpening them yourself. Not only is it low maintenance, it makes cutting easier, quicker, & more efficient than any other knife.

• Can you see how these features could save you time, energy, & effort in the kitchen?

• Also, if you don't feel like you know what you’re doing in the kitchen, Cutco makes you look like you do! ;)

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FOREVER GUARANTEE

The best thing about Cutco is how the company stands behind it with its FOREVER Guarantee. (Scroll to picture of Forever Guarantee)

• This is what makes it such an easy decision to become a Cutco customer!

• Cutco is one of the only products that you can Buy once, Use every day, & Never have to replace.

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

1. FOREVER PERFORMANCE

If anything ever goes wrong with your family's Cutco set, just send it back to the factory and the company will fix it or replace it for free. You’ll never have to pay to replace your knives.

2. FOREVER SHARPNESS

If at any time a tool in your set ever needs sharpening, just send it back and it will be sharpened for free. The only thing you pay for is the shipping.

3. UNCONVENTIONAL USE:

If you damage your Cutco through unconventional use, it will be replaced with a brand new one for only 1/2 the retail price.

4. 15-DAY UNCONDITIONAL MONEY BACK GUARANTEE:

This gives you a chance to try out your set for 15 days, and make sure everything we said about it is true. If for any reason, you are not completely satisfied, you can send it back for a full refund.

Cutco is such a great investment because your family will never have to buy another set ever again. And you can’t beat American Made and Forever Guaranteed!

So what do you think of the guarantee?

After Features and Benefits

COOKING RAPPORT

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

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

• Do you prepare food 1-3 nights/week, 3-5 nights/week, or 5-10/nights a week?

• What is something you cut all the time?

• What's your favorite meal to prepare?

• What are the hardest foods to cut in your kitchen?

Awesome, thanks for sharing! With that info, I can now show you the pieces in basic set which is our most popular...

Page 5

NAMES AND USES (Homemaker Set Pieces slide deck) (Quizlet for Names & Uses)

Trimmer (Slide 4)

This is your “small utility knife” for small fruits & vegetables. You’ll never smash a tomato ever again! It's great for anything the size of your fist such as potatoes, tomatoes, cucumbers, oranges, lemons, & limes. It's also great for trimming excess fat off of meats.

Everyone loves the versatility of the trimmer, but it’s never used for spreading or serving. That’s why you have your spatula spreader...

Spatula Spreader (Slide 5)

As you can see, the wide, flexible DD-edge on this knife allows you to cut, spread, & serve sandwiches, bagels, lasagna, & cake! It's super flexible so it's perfect for getting peanut butter out of the jar or for getting brownies out of the pan!

You'll never use the spatula on meat or large vegetables, that’s why you have your petite carver & turning fork...

Petite Carver (6 3/4”) & Turning Fork (Slide 6)

The petite carver is a customer favorite in-between knife & has two very important jobs.

First, it's for large summer fruits & tough vegetables. It's ideal for cantaloupe, grapefruit, & pineapple. Also for slicing eggplant & squash. Secondly, it's your everyday cooked meats knife used for your chicken, steaks, & small roasts & it's used with your...

Turning fork which gets a lot of use. The three sharp tines will turn meats & vegetables like chicken, bacon, & broccoli in the frying pan. It's great for removing pickles & cherries from the jar, garnishing bloody mary's, & turning hotdogs on the grill. It's also the go to fork when making s'mores by the fire.

None of the pieces I've shown you so far are used for larger foods, so that’s why we have the next tool in your basic set which is the Butcher Knife.

Butcher Knife ( 8-1/8") (Slide 7)

The butcher knife is the most important knife in your set. This “heavy duty” knife disjoints large meats, & is also great for melons and squash as well as separating frozen foods like hot dogs & hamburgers. It actually protects your other knives because it's the only piece in the basic Homemaker+8 set that is strong enough for those jobs.

It's not a chopping knife, however, that’s why you have the next piece in your basic Homemaker set, the Petite Chef Knife.

Petite Chef (7 5/8”) (Slide 8)

Every kitchen needs a good chef knife, & Cutco's higher-knuckle clearance makes it more comfortable & safe for dicing, mincing, & chopping onions, peppers, garlic, fruits, & nuts. This “delicate chopper” is great for the 6 S’s—soups, salads, stir fry, stew, stuffing, & salsa!

Chef knives are used for chopping, not slicing. That’s why we have the next piece in your basic Homemaker set, which is your Slicer.

Slicer (9 3/4”) (Slide 9)

The Slicer is the best bread knife in the world — you'll never smash or tear fresh bread ever again! The long, DD-edge makes it great for cutting cakes, shredding heads of lettuce, romaine, & cabbage.

It's also great for slicing boneless meats, but it’s not for anything with a bone. Which is why we have your...

Master Carving Set (Slide 10)

Your master carving set is kind of like your “spare tire.” You won’t use it every day, but when you need it, you’ll be glad you have it.

Do you ever BBQ or host family dinners like Thanksgiving or Christmas? Great! You’ll need your master carving set for all of your BBQs, big roasts, and family occasions.

Now, ____, having both forks in your set is important; the turning fork picks food up while the carving fork holds meats down.

So, pretty much, the basic set is just your 4 little knives, 4 big knives, & 2 forks.

Can you see how over a lifetime of cooking your Family is going to use every tool in your basic set?(yes)

Table Knives (Slide 11)

To complete your set, Cutco has your Table Knives. Table knives are used for every meal: breakfast, lunch, & dinner. Table knives have a wide blade & round tip so you can use them like a butter knife, but with the DD-edge they cut just like steak knives!

We recommend at least 2 table knives per Family member so you don’t have to wash them after every meal. These are by far the most used tool in your Family's set.

As I hinted earlier we have two larger set options called the Family & Complete. The Family Set comes with 10 table or steak knives, & the Complete Set comes with 12. These sets are great for Families who love to cook or entertain. (Slide 12)

STORAGE OPTIONS (Slide 13)

Any time you have sharp cutlery, it needs to be stored safely, so there are 2 ways to store your Family's Cutco set...

The most popular is our solid oak WOODBLOCKS which look amazing on the counter. They won't slide & have horizontal slots to protect your knife's edges.

We also have STORAGE TRAYS for storage in a drawer or they can be mounted on a wall.

Our sets also come with a free cutting board as well. It’s really important to use soft plastic cutting boards because materials like glass, granite, & marble are too hard & will dull your knives.

Super Shears (Slide 14)

These are called our Super Shears. They can come apart for easy cleaning- Would you be impressed if they could put a dent in a penny? (Not bad, right?) they're also great for opening packages, different fabrics, cardboard, broccoli. Also great for paper, and a ton of other things!

ENTERTAINMENT PACK (Slide 15-16)

To complement your Homemaker Set, we have some incredible gadgets.

Our 4-piece Entertainment Pack has comfort-grip handles and is, of course, Forever Guaranteed.

Summary

• Mrs.______, let me quickly review why so many families choose to invest in a set of 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! (or think about)

• And Cutco saves families a lot of money. Most families who buy Cutco eat out less.

There are several reasons why so many families choose sets:

• With a Cutco set, you will always have the right tool for the task at hand.

• 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 to protect your knives.

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

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(If customer already owns Cutco, click here for closing for Cutco owners)

Wrap up & Closing the sale

(Set options slide deck)

Price Comparison:

Mr./Mrs. _____________, if you're like most Families, you probably haven’t had the chance to price fine cutlery. It’s like anything else, there is a wide range of quality & prices available.

(Show customer Wusthof/Shun Price Comparison) (Slide 2)

I have a price comparison for two sets that are similar to Cutco’s basic Homemaker Set. They are called Wusthof and Shun, & they are 2 of the top selling brands in stores. They are very high quality sets made overseas & have almost everything you look for in a set of cutlery. Have you ever heard of them before?

As you can see, the price for the Wusthof set is $3,435, and the price of the Shun set is $ 4,350. Sometimes, you can find them on sale between $2,000 and $2,800. These sets are about the same size as our basic Homemaker Set. For that kind of money these sets are considered to be a great deal & let me tell you why..

Wusthof & Shun both have:

• Strong brand names

• Full tang handle design

• High quality handle materials

• High Carbon, stainless steel blades

There are however some differences between these sets & Cutco:

These Sets Cutco

1. Straight handles Vs. Universal Wedge-lock handle

2. Straight edges Vs. Double-D® Edge

3. Limited warranty Vs. Forever Guarantee

Now, on the guarantees alone, I'm sure you'd agree that Cutco is at least twice as good as both of these. When a product offers twice the quality & twice the value, it should equal twice the price & at twice the price you're talking over $4,000 for a basic set of Cutco.

Now, let me show you what you get.

As I mentioned earlier, our Homemaker+8 (S3) is our most popular set because it covers all your basics. It’s perfect for families that cook 1-3 times a week. It has the 10 basic tools that I explained earlier, 8 table knives, the woodblock, a cutting board, and a sharpener for your straight edges.

Our Family Set (S4) is great for the families who cook 3-5 times a week or entertain. It has all your basic tools, & the 4 most popular Cutco requested pieces, the hardy slicer, the petite santoku, the cheese knife, & the super shears. It also comes with 10 table or steak knives.

Our Complete Set (S5) is our largest set. It's great for families who love to cook or entertain 4-7 nights a week, & also for families who like the best of the best. It comes with all of your basic tools & all of Cutco's featured tools, like the salmon knife, the cleaver, & a boning knife. It also comes with 12 table or steak knives.

HANDLING KNEE-JERK REACTIONS

"Too much money/can’t afford it": I completely understand. $____ is a lot all at once. That’s why most of our Families use our 5-month interest-free investments. It's only be $____ per month. How does that sound?

If Yes: Congratulations! You’re going to love your Cutco! While I write up the order, let’s look through the accessories together so I can show you a few things that a lot of customers have been adding to their orders. (Cutco orders app)

If No: We have another a option for our customers who are looking for a better deal. I wouldn’t be able to give you anything for free, but what I can do is take $______ off the price of the set instead. How does that sound? Better deal

(1st Weekend Specials)

"Too many pieces": I completely understand. At first, 10 pieces seems like a lot. After 15 days, if there is a piece or two that you’re still unsure of, you can return it & get refunded for those specific pieces. How does that sound?

"Can I just buy pieces?": You could, However, our sets are automatically discounted, they’re safer, & you're eligible for free product. If you don’t mind, I’ll show you all of our sets & if none of them appeal to you, we can pick out whatever pieces you want!

"I need to think about it"/"Need to talk to my spouse": Ok, great! I'd love for you to follow-up with me later. But the issue is if wait until later, you'll lose out on your 1st call special & won't get any of the free stuff. So, what I'd rather do (even if it means you spend less) is show you some other options. You can always start with your favorites, upgrade in 6-12 months, & still get a discount when you upgrade in the future. We can go through the rest of the options to see what's most practical right now... How does that sound?

"I definitely want to buy later": ____, you don’t have to buy anything today. Do you mind if I go through the rest of the presentation just so I get credit for it?

Still No: No problem! :) We have another set that might be perfect for your Family...

Page 11

Dropping Down

STARTER SETS (Slides 7-8)

These are the starter sets… Great for building up over time & gifts for Family & friends.

Let me ask you 3 questions to figure out which set would be best for you. Would you prefer a..

• BLOCK OR TRAY?

• TABLE KNIFES (YES OR NO)?

• CHEF KNIFE (YES OR NO)?

Step 2: Great! Out of these starter sets, I would recommend the ____ .

That set is only $____ per month for 5 months or $____ paid in full.

Plus, you still get the cutting board & I can still throw in the super shears for FREE!

Optional: Not to mention your Family's BUN's are still covered ;)

Would you like to give that set a try? (PAUSE)

IF YES! -- Congratulations! You’re going to love your Cutco! While I write up the order, let’s look at accessories. (Cutco orders app)

IF NO/unsure: No problem! With Cutco, you can actually customize your own set. Let me show you how that works...

CUSTOMIZING OPTIONS (Slides 9-11)

Many families like to customize their own set

Five-Piece Special: (Slide 9)

The way it works is you pick your favorite 5 pieces, & I can give you the Super Shears or a Cheese Knife for free.

So what are your 5 favorite pieces? (Slide 10) (Cutco orders app)

(If not sure): I can also make a few recommendations of which 5 pieces you might get the most use out of?

Do you sometimes maybe ever do any paring, peeling or pitting?

Do you sometimes maybe ever do any chopping, dicing, or mincing?

Do you sometimes maybe ever do any slicing?

Do you sometimes maybe ever do any processing, separating, or butchering?

Do you sometimes maybe ever do any carving, boning or fileting?

Do you sometimes maybe ever do any trimming, spreading, or cutting?

So that would be $____ for those 5 pieces and I could give you the __(Free)__ for free. How does that sound?

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.

CLICK HERE for"Gifts and Accessories".

If no: No problem! We have another option that is really popular as well!

Three-Piece Special: (Slide 11)

This special is really popular. It's your Buy 3 Get 1 Free!

So out of the 5 you just picked out which piece do you feel like you could live without for now?”

If you were to get these 3 pieces I would be able to throw in the (cheapest piece) for free. How does that sound?

Okay, please give me a minute to put together the new price (Cutco orders app)

If Yes: Great, 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).

CLICK HERE to jump to the "Gifts and Accessories" page.

If no: No problem, Which are your two favorite knives? Okay, give me one minute so I can show you our last special.

Two-Piece Special:

For those (name the 2 knives), it's only $____ in full or $____ for ____ months. &, I can give you the vegetable peeler, table knife, or large cutting board for free! How does that sound? (Cutco orders app)

If Yes: Great, 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.

CLICK HERE to jump to the "Gifts and Accessories" page.

If no: Go to "Reserve Your Buy-Now Bonus"

RESERVE YOUR BUY-NOW BONUS—GET ONE PIECE!

What is your #1 favorite piece of Cutco?

What I recommend is that you get your favorite tool today, that way you can reserve your First Call Special so when you purchase a larger order in the future, you’ll still be eligible to free stuff. You’ll end up saving a ton of money & at least you’ll get to use your favorite piece until then.

If not sure: I recommend the (piece). It’s only ($). You can even do it on a two pay. So, what do you think?

If Yes: Great, you will love that piece! 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). Go ahead and open the third slideshow.

CLICK HERE to jump to the "Gifts and Accessories" page.

GIFT OPTION: Maybe Cutco just isn't for you and that is OK. But do you have any weddings, birthdays, anniversaries, or special occasions you need a gift for? If you have to spend $100-$200 what better way to give a gift you know they will use and always remember!

Now Click Here for the next part of your manual and showing Cookware/Flatware/Sporting Knives/BBQ/Gardening/Gifts

Page 13

FOR CUTCO OWNERS / How to Create a “Like List”

Have customer take out every piece of Cutco they already own

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 a few 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 deal possible.

We’re going to start by making your wish list. These aren’t necessarily things you are going to buy today, but as your representative I’ll be able to keep track of what you like for future reference.

Basically, if Cutco were FREE, what would you add to your set?!

In your notebook write: Mrs. _______’s Wish List

(Have customer write their list down list, too!)

SET UPGRADES

1. Review current Cutco tools and uses for each. Ask questions!

2. Show other set options, starting with the Complete Set.

3. Highlight missing pieces and promote uses and value of each. Cut food!

4. Promote table knives: “In a perfect world, how many table knives would you want: 8, 10, or 12?”

5. Have your customer take out a piece of paper to price out all of the items.

6. Don’t forget block, sharpener, and cutting boards.

Don’t Forget Accessories and Gadgets!

• Cookware (more details on next page)

• Flatware (more details on next page)

• Wellness Mats (more details on next page)

• Kitchen Gadgets

• Gardening

• The more on your wish list, the better deals possible!

Don’t Forget About Gifts!

• Wedding

• Anniversary

• Birthday

• Graduation

• Winter Holidays

• Mother’s / Father’s day

• Business Gifts (Logo engraving available)

• Utopian Coffee

PRESENT OFFER:

I’m going to make you the best deal possible! (Cutco orders app)

(Need a deal? Call manager!) (Have customer write down prices in notebook “wish list”)

The total value of everything on your wish list is: ___________

I can get that down to: ___________

That’s a savings of: ___________

On a 5-pay investment plan, that’s only: ___________

If first deal doesn’t work, DROP DOWN...

Which few pieces aren’t as necessary? (Make a new deal with remaining pieces)