Close With Pricing

As I mentioned earlier, our Homemaker+8 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 the straight edges.

Next slide.

We also have our Family Set is great for the people who cook 3-5 times a week and entertain. It has all your basic tools, and the most popular Cutco accessories like the super shears, the cheese knife, which is the ultimate utility knife, the petite santoku, the Rachel Ray knife, and the hardy slicer, your BBQ knife. It also comes with 10 table knives.

If you were considering a set of Cutco, would you prefer the Family Set, or (go back 1 slide), the Homemaker Set

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.

(Quote only the price of the set they are interested in)

The Family Set—for the people who like to cook—is ... if you can write this down Mr. and Mrs ____... only 1995.

Back one slide.

And, the Basic Homemaker Set—which is the same size as the $3,435 Wusthof set—is... if you can write this down Mr. and Mrs ____... only 1326!

Now, what most of my customers do when they invest in one of these sets is they split the cost into five, interest-free payments. So, they actually only put down... if you can write this down as well Mr. and Mrs ____...

(Quote only the price of the set they are interested in)

• 437 for the Family Set

• 291 for the Homemaker

Smile and pause.

Great! Now let me explain our 4th of July Specials.

Because it's the 4th of July week, we're actually still running some incredible specials on the _______ Set. Let me share those specials with you!

Walk through each special and ask which combination they like the best

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

Be completely quiet and wait for answer. Smile!

When Yes: Congratulations! You’re going to love your Cutco. While I write that up, let’s look at some accessories.

If No: No problem! I completely understand. You probably didn't wake up this morning thinking you'd spend over $_____ on knives. But, if you don't mind me asking, do you think that the _________ Set is too much money, too many pieces, or a little bit of both?

If too much money/too many pieces/both: handle the objection and drop down to the Galley Set.

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 customers split the cost over five months, interest-free. It would only be $____ per month. How does that sound?

"I need to think about it": I completely understand. $_____ is a lot of money to be impulsive. That’s why most customers take advantage of our 15-day trial. If you don’t love your Cutco after a few weeks, you can send it back and get a full refund. On the 5-month plan, you can try it out for only $___ today. How does that sound?

"Need to talk to my spouse": I completely understand. That’s why most customers use the 15-day trial. If your spouse doesn’t love it, feel free to send your Cutco back and get a full refund. On the 5- month plan, you both can try it out for only $____ today. How does that sound?

"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 them and get refunded for those specific pieces. How does that sound?

****"Can I just buy pieces?": Of course! However, our sets are discounted, they’re safer, and you get free product. If you don’t mind, I’ll show you all of our sets and if none of them appeal to you, we can pick out whatever pieces you want!*****

"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 can practice?

Have your customer pass the next 2 slides until they get to the Galley+6 Set.

Page 10

DROPPING DOWN

If your customer LOVES the Homemaker+8 but is on the edge... CALL OFFICE FOR APPROVAL for “Friends and Family Discount”

Next is our GALLEY SET:

It’s a few less knives for a lot less money!

Explain pieces in set.

As you can see, it 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. This set comes with or without 6 tables knives...which would you prefer?

The Galley+6 Set is... if you can write this down as well Mr. and Mrs ____... only 957 or 209 per month for 5 months.

The basic Galley is is... if you can write this down as well Mr. and Mrs ____... only 739 or 162 per month for 5 months.

(Quote only the price of the set they are interested in)

When you get this set today, I can still include the Entertainment Pack or super shears for free!

What are your thoughts on this set?

When yes: Congratulations! You’re going to love your Cutco! While I write that up, let’s look at some accessories.

If maybe: If it makes any difference, I can give something else for free instead!

Call your manager. Free items may be substituted for items of equal or lower value.

****Common Question:"Can I just buy pieces?": Of course! However, our sets are discounted, they’re safer, and you get free product. If you don’t mind, I’ll show you all of our sets and if none of them appeal to you, we can pick out whatever pieces you want!*****

If no: No problem! We also have some smaller starter sets.

Next slide.

Page 11

DROPPING DOWN - STARTER SETS

These next two slides show some other starter sets. These are great for building up over time and for gifts for friends and family.

Explain each set.

Essentials+5: This set comes with just the basics: the paring knife, spatula spreader, turning fork, petite carver, and chef knife.

Studio+4: This is our smallest block set, but still comes with four great pieces: the paring knife, trimmer, petite carver, and spatula spreader.

Next slide.

All Knife and Kitchenette Sets: These two tray sets are great for people who want to keep their knives stored in a drawer.

The All Knife Set comes with the paring knife, trimmer, chef knife, carving knife, and spatula spreader.

And, the Kitchenette Set comes with the bread knife, turning fork, petite carver, paring knife, and trimmer.

Out of these starter sets, which do you like the best?

Present price of their favorite starter set only.

That set is only... if you can write this down as well Mr. and Mrs ____... only $____ per month for 5 months or $ ____ in full.

When you get the __________ set today, you can still have the super shears for free! How does that one sound?

May substitute free item for item of equal value. You can always call your manager for help.

When yes: Congratulations, you’re going to love Cutco! While I write that up, let’s look at some accessories.

If no/unsure: Most people like to customize their own set! Let me show you how that works!

Next slide.

Easy-Pay Options:

• 2-Months: $70 minimum order,

• 3-Months: $200 minimum order

• 5-Months: $400 minimum order

Page 12

CUSTOMIZING OPTIONS

___________, you can customize your own knife set and I can still get you something for free!

Special #1:

Just for fun, let’s make a list of your 5 favorite Cutco pieces—those you see yourself using the most!

Write said pieces down in your notebook.

“Great! Can you give me one minute to work on those prices?”

Add up the individual prices of the 5 knives 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.

Okay, __________, I'm ready with the prices! The total for your customized set is... if you can write this down as well Mr. and Mrs ____... $______ which breaks down into $_____ per month for ____ months.

Now, when you get these 5 knives today, I can give you the super shears or 4 table knives for FREE! Which option would you prefer?

If neither, call your manager to determine what else can be given for free.

Great, what are your thoughts on your customized set?

When 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). Go ahead and open the third slideshow.

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

If no: No problem!

Go to Special #2. Next slide.

Special #2:

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

Mr. and Mrs. ________, out of your five knives, which one could you live without?”

Cross off that knife in your notebook.

Okay, please give me a minute to calculate the new price.

Add up the price of the 3 highest-priced knives on the list. The lowest-priced is knife will be given for FREE. Then, divide total by (5 if over $400, 3 if over $200, and 2 if over $70). Write down the prices in your notebook.

So, ______, for the (name the four knives) that’s only... if you can write this down as well Mr. and Mrs ____... $______ in full or $_______ for ____ months. Does that sound better for you?

When 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). Go ahead and open the third slideshow.

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.

Add up the price of the 2 favorite knives, calculate the monthly payment, and write it down in your notebook.

Special #3:

_________, for those (name the 2 knives), it's... if you can write this down as well Mr. and Mrs ____... only $______ in full or $_______ for ____ months. And, I can give you the ice cream scoop, vegetable peeler, OR large cutting board for free! How does that sound?

When 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). Go ahead and open the third slideshow.

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!

Mr. and Mrs. _______, what is your #1 favorite piece of Cutco?

Perfect! The _______ is only $______. And, if you'd like, you can still split the cost into two payments!

Would you like to get that piece today?

When 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.

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