ATTENTION: All customer orders now need to be placed through the Cutco Orders App OR the Cutco Orders web version! (Login info same as VectorConnect)
1. Rapport
Quality of questions determine quality of connection
Vulnerability creates trust
Sets the tone for the rest of the presentation
_________________________________________________________
2. Establish Creditability
Why someone should listen to what you have to say?
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3. Identify a problem
If there is no problem to solve, there is no need for your product to exist
______________________________________________________
4. Present a solution
Why does your solution exist in the market place?
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5. Create a need
Just because your product solves a problem, it doesn’t mean it solves their problem
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6. Compare the alternatives
Why is your option the best option?
Make it a no brainer to say “YES”
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7. AFTO (Ask For The Order)
Average sale takes place on the 4-5 “ask”
Get excited the more options you give because it means you’re getting closer to “YES”
1. Follow the manual
2. Show qualified prospects
3. Have fun
Send a confirmation email to your customer after booking your presentation as soon as possible
Do your best to see husbands and wives together. If you'd like to show a husband alone, please talk to your manager
Be energic and smiles
If you customer ask for prices in the middle of your presentation say "That's a great question, I'll get to that shortly
Be patient with any technical issues
Follow the manual
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...
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.
A big emphasis of working out of my office is being authentic and learning to connect with people on deeper level. So I'm going to try and make this a little entertaining & not completely boring for you. So let me ask you this...
Fun Curious Questions (More questions)
What is something you wish you knew when you were my age?
Where is a place you have always wanted to travel to?
When was the last time you laughed out loud? What happened?
Page 2
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? "
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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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?
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
Most Families agree that over a lifetime, sets are a much better value. That is why most Families choose to invest in a set of Cutco rather than just a few pieces. (Slide 2)
As promised, I’m going to start with the pieces in our basic set, which is 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 best value for the average Family, & it starts with your paring knife...
Cutco's longer handle paring knife makes peeling and paring more comfortable. This is great for small jobs in the air like taking off the tops of strawberries, paring bananas, potatoes, apples, & pears.
You’ll use it in the air, but never on the cutting board, that’s why we have the next tool in your set, which is our Trimmer...
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)
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.
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!
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.
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!
Page 8
(If customer already owns Cutco, click here for closing for Cutco owners)
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
Straight handles Vs. Universal Wedge-lock handle
Straight edges Vs. Double-D® Edge
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.
Now, the great thing about these sets is they're not $4,000. In fact, they're not even as much as the Wusthof or Shun sets that I showed you earlier.
The Complete Set —with twice as many knives, guaranteed forever—is only $2,929.
The Family Set —for Families who like to cook—is only $2.133.
The Basic Homemaker Set— for Families that cook because they have to is ONLY $1,419.
NOW IF YOU WERE CONSIDERING a set of Cutco, which set do you think your Family would get the most use out of... the Basic Homemaker Set, (S3) the Family Set, (S4) or the Complete Set (S5)? (PAUSE) Now what most of our customers do when they get one of these sets, is they’ll break it up into 5 interest-free investments. That gives you a chance to try it out and really see what you're going to use. (Only quote set they pick)
For the Complete set you would put down $617
For the Family set it would be $450
For the Basic set it would be only $300
Now let me explain our "First call special" When you try out the _______ set today, your Family gets both the sharpener & cutting board(s) for free!
But wait there's more! If you decide to get the________ set to day I can also throw in either Super Shears or the Cheese Knife & Veggie Peeler for free! Which would you prefer? ( if Family or Complete- Veggie peeler, Ice cream scoop, Pizza cutter, Wine opener, & Can Opener)
I wouldn't be doing my job if I didn't ask you this question: Would you like to get the _________ set and receive the _(item)_ for free?
(alternate) And one more thing...... this set also comes with BUN coverage as well. You’ll Buy it once, Use it everyday & Never have to replace. That way your family's BUNs are covered! ; ) (smile) Now, I wouldn’t be doing my job if I didn’t ask you this question, would you like to try the ________________ set today along with your free gifts &cover your family's BUNs? (Smile, be quiet and wait for an answer)
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: OK no problem! What about that set were you unsure of?
"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
"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?
The Galley +6 set has the paring knife for the air, the trimmer for small stuff, the spatula for sandwiches, a meat knife, a serving piece, a vegetable chopper, and a bread knife. & it still comes w/ 6 table knives.
Instead of paying $1,419 for the Homemaker Set...
The Galley+6 Set is only $1,024 or $207 per month for 5 months.
(only if they don't want table knifes:)
The Basic Galley is only $789 or $167 per month for 5 months.
By the way if you try out the Galley Set, you will receive the cutting board for free!
ALSO -- If you try it out today, I can still either throw in the Super Shears or the Cheese knife & Veggie Peeler for your Family for free!
& most importantly, you can still cover your Family's BUN's!
So, what do you think of that option?
If Yes: Congratulations! You’re going to love your Cutco! While I write that up, let’s look at some accessories. (Cutco orders app)
If No: Ok we also have a better deal on this option as well. I wouldn't be able to give you the free items but I could drop the price down from $1024 down to $881 for a savings of $143. How does that sound? Better deal
If Still No: No problem! We also have some smaller starter sets.
"Can I buy pieces?": Of course! However, our sets are discounted, they’re safer, and you get free stuff. If you don’t mind, I’ll show you our sets and if none of them appeal to you, we can pick out whatever pieces you want!
Page 11
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...
Many families like to customize their own set
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!
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 $____ for ____ months. &, I can give you the vegetable peeler, table knife, or large cutting board for free! How does that sound? (Cutco orders app)
If Yes: Great, you will love your Cutco! Let's take a look at the accessories just so you know what else is available to add to your order either now or in the future.
CLICK HERE to jump to the "Gifts and Accessories" page.
If no: Go to "Reserve Your Buy-Now Bonus"
What is your #1 favorite piece of Cutco?
What I recommend is that you get your favorite tool today, that way you can reserve your First Call Special so when you purchase a larger order in the future, you’ll still be eligible to free stuff. You’ll end up saving a ton of money & at least you’ll get to use your favorite piece until then.
If not sure: I recommend the (piece). It’s only ($). 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!
Page 13
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!)
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.
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!
• Wedding
• Anniversary
• Birthday
• Graduation
• Winter Holidays
• Mother’s / Father’s day
• Business Gifts (Logo engraving available)
• Utopian Coffee
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)