Training Approach

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PHONE APPROACH:

• Hi (CUSTOMER NAME), this is . How are you? (Visit / catch up for a bit)

• Well, the reason I’m calling is I just started a great, new job showing Cutco.

• As part of my training, I’m required to put on some initial training appointments.

• (Smile) So you don’t have to buy anything, because I get paid just to show it. I do presentations right over the phone, you just need to be in-front of a laptop or computer at home.

• I want to do (GOAL #) appointments by (Deadline Day - 3 days out) to hit my goal.

• So I wanted to know if I could (SCHEDULE A CALL) on (DAY) at (TIME) or would (TIME) be better for you?

FIRM UP: (HELPS PREVENT RESCHEDULES)

• Great, thank you so much! This really means a lot to me.

• Do you have a piece of paper and a pen nearby? Can you jot down that we will be meeting on (DAY) at (TIME)?

• Great, just so I know, will (spouse's name) be available, too?

  • IF NO: Is there a better time to see you both because I get DOUBLE CREDIT to see you both together such as ___ or ____?

• Okay! Thank you, again, for helping me with this. I know this probably doesn’t mean a lot to you, but it's really important to me. And, I’m really looking forward to catching up!

• I’m going to send you a confirmation email. Can I please have your e-mail address?

• ___________, these appointments ensure that I stay on pace for my goal. If you were to cancel or reschedule, I actually wouldn't get paid for this time slot. So, are you absolutely sure that _______ (day) at ________ (time) works for you?

  • • If yes: Awesome, see you then!

    • If no: Find a day and time that your customer is certain they will be available.

Appointment Confirmation Text

Hey ____, it's _____! I'm really looking forward to our appointment on [DAY] at [TIME a.m./p.m.] ! I'm going to be sending you an email confirmation with our Zoom meeting info either the night before or the morning of our appointment, so just keep an eye out for that. Thanks again for helping me out, and I'm looking forward to talking soon!

Morning-of Heads Up Text

Hey ____, it's ____ again! I'm really excited for our appointment today at [TIME a.m./p.m.] ! This appointment time is really important to me to make sure that I stay on pace for my goal, and I don’t get paid $18 for cancelled/rescheduled time slots, so I really appreciate you taking the time to help me out. As I said, we’ll be using Zoom. I sent you an email with all of our Zoom information, so if you wouldn’t mind, can you check to make sure you got it? Thanks again, I really appreciate it!

COMMON CUSTOMER QUESTIONS AND OBJECTIONS:

What is CUTCO?:

Cutco is a line of high-quality kitchen cutlery and outdoor items. I’m sure you already have tons of knives, but I get paid just to show Cutco to you! So, would _______ (day) or ________ (day) be better for you?

I already own CUTCO:

That’s great! How do you like it? Pause.

Awesome! Well, like I said, I get paid just for doing the presentation and I’d love to get your opinion and maybe some pointers. So, would ____ (day) or _____ (day) be better for you?

That time doesn’t work/I’m really busy:

No problem! I’m busy, too. But, I really need to complete ____ (#) appointments by _______ (day). So, is _________ (day) a bad day or is _______ (time) just a bad time? So, how about __________ (day) at _____ (time)? Or would __________ (day) at _____ (time) be better?

How long does it take?:

Not too long at all! My part is about 45 minutes. After that, it’s up to you. So, which time would be best for you: __________ (day) at ______ (time) or __________ (day) at _______ (time)?

OTHER QUESTIONS AND OBJECTIONS:

"Call me tomorrow": When’s the best time to get a hold of you? So, you’ll be around at ____? I actually have an opening at that time that I really need to fill, is it okay if we just schedule our appointment for that time?

"Call me next week": I can definitely do that, but I’m in a huge contest right now, and I need to complete _____ (#) presentations by ________ (day). Is there any way that you can squeeze me in before then?

"Can’t you just say you were here?": No, _________, I can’t lie to my boss! Besides, the presentation is quick and fun. Plus, there’s no obligation for you to buy anything because I get paid just to do it. It would really help me out. So, would ______ (day/time) or ______ (day/time) be better for you?

"I’m NOT going to buy": No problem, _________. You can still help me towards my goal just by listening. I’ll keep it short for you. I need to complete one more appointment by ______ (day), so would ________ (day/time) or ________ (day/time) be better for you?

"I've seen the demo 100 times!": That’s great! You could probably do it better than me! All I have to do is walk through the website. And, you can give me some pointers. It would really help me out with my contest and scholarship chance. So, would ____ (day/time) or _______ (day/time) be better?

"What are you selling?": What I’m showing is called Cutco! It’s a great line of kitchen knives and gadgets. I know you probably have tons of knives already, but I get paid just to do my presentation. So, could I schedule you for ________ (day) at _________ (time) or do you think ___________ (day) at __________ (time) would work better for you?

Virtual Demo Email Confirmation:

Send the night before your appointment.

Subject: Cutco Appointment with ________ (your name) on _________ (day) at _________ (time)

Description:

__________ (customer's name),

Thank you for taking the time to see my presentation on _____________ (day/time)! You are really helping me with school, my training, and my communication skills. If you could write an e-mail back to confirm that I have the right email address, I would really appreciate it! Again, please be home by your computer at ______ (day/time).

Best, _________ (your name

WATCH STACIE SCHEDULE PRESENTATIONS USING THE ABOVE APPROACH WORD FOR WORD: