Supplies and Set up Needed for Day 2 Training

On Desk:
Name Tags & Sharpie
Pens

Day 2 Sign In Sheet (Fill in date on top and put on a clipboard)
Cutting board, Rope and Leather Station set up (petite carver, table knife and junk knife)

Trainer Prospectus with all inserts

(reco sheets, s.spree forms, henckels, ultimate in back till day 3)
Training Folder (All Applications stapled to “Better We Know You Sheets”

On Whiteboard:
Welcome Back to Day 2 Training
Please: Sign In and Grab a Name Tag
Role play Pages 7-9 (alternating Pieces)

Training Binder:
Trainers Training Manual

Leaders Guide

Testimonial Letters

Side Table

Homemaker Set

Accessories (Fast Start prizes) Old Cutco (optional)

Selling Smiles Brochure and Awards, Cutco and Vector Testimonials, Scholarship/R4C Brochures

Books (Power of Positive Thinking, Taking Life Head On, Cutting Edge, Norman Brinker, flirting for success) Optional-Jerry Otteson, Marty Domitrovich (weekly wake up call)

DVD’s Ready:Jason Flynn

Other Material and Reminders:

Prospectus’ ready to handout, 1 per pair (no Henckels, ultimate, inserts with prices inside)

Fast Start Banner Up

Upbeat Music On (not the radio)
Set up Tables (depending on # set for Trg) & Set up Chairs (dependant on # called in for PDI)
Cutting Boards for Cutting Clinic

Food for Cutting Clinic
Other Knives for Value Talk (Henckels, Wusthof, Wilshire)
Sample Kits (1 per pair)Pennies and 2 pair of Shears

Comfy Chair

Training Box
Competitive Cutlery Ads

Sample Kit Agreement Copies

Fast Start Prizes Sheets

Day 2 Training: 6 hours (or longer for extended phone jam)

NamesandUses / Role Play: 20 minutes

Competitive Cutlery / Value / Closing / Drop Down: 2hours

Food Cutting Clinic: 25 minutes

Schedule/MAC: 30 minutes

PhoneSkills:30minutes

PhoneJam: 90minutes

Sample Kits / Fast Start / Assignments: 30minutes

DAY 2 OLT AGENDA (90 min)

- Opening Comments (20 minutes)
o Quick recap of office goals, rep and manager expectations,

communication, advancement

- Demo Review (30 minutes)

o Read through and explain each page (Keep it simple!)

- Names List (25 minutes)

o Though jogger exercise. Cell phone.

- Role Play during brunch (15 minutes)

o Create partners: Role play until Day 2 starts

DAY2BRUNCH(30-40min)

Rapport – Review 3 things prepared from Assignments

1.WorkHard–Do lots of demos.Morein Fast Start than normal (showpaychecks)

a.Twiceasmany demos as you would normally do in a week/weekend

b.10DEMOS is MINIMUM – Most shoot for more.

c.You’llbe mentally,physically, and emotionallyexhausted…Good!

i.Meansyou worked hard

ii.You’llthink about quitting a few times! That’s good!

1.Meansyou are growing and expanding your capacity

2.Tryingnew things is always overwhelming at first

3.Just takes repetition and practice… you’ll love it soon!

2.Breakdown Fast Start Goals:6-7 demos for every $1,000 in sales

3.BreakdownFirst Weekend Goals:6-7 demos for every $1,000 in sales

a.SaturdaySundayMonday

b.7Demos232

c.10Demos442

d.15Demos5-65-63-4

4.Showthe Right People:MAC explanation

5.PhoneCallstonight.Explain10/80/10 rule

a.3waveattack! Go through your list 3 times tonight and you’ll have a great chance at getting in touch with most of those people.

i.BadLuckGoodLuck ii.Wave12-34-5

iii.Wave22-34-5iv.Wave32-34-5

v.BadLuck = 6-9 Appts Set

vi.GoodLuck= 12-15 Appts Set

b.“Work” = phone calls.Demosare fun- not work.

i.Worktonight for 2-3 hours and “coast” this weekend

6.10kFast Start Alliance Promotion

a.Iwill be choosing members of the alliance from this group.

b.Going after a big sales level like that is extremely difficult.

c.Takesa ton of effort  Eat, breathe, and sleep Cutco for 10 days.

d.5 demos a day / Special meeting on Monday / One-on-one attention

e.SHOWPAYCHECKEXAMPLES

7.KeyStaff promotion

8.RolePlay Pages 1-5(2 times through)

32

DAY 2 TRAINING

INTROTODAY2

-Thepremiseof today is Value

oMostimportant part of sales

oOnlything that matters when selling a product

-Whatis Value?

o=Qualityvs Price

oHighquality for low price is a good value oLowquality for high price is a bad value

-HigherValue= easier decision to buy

-Handmotions:

oHere is price (left hand)

oValue of CUTCO up here (Higher with right hand) oKeyisbuilding value

oYou’renotselling CUTCO

CUTCOsells CUTCO!

(Show visually effect of value when you do these things)

It takes three things to build value

oFollowmanual

oCutfood

oHaveFun

-Pricedoesn’t matter

oCompare:Could you afford…

- ExpoMarkerfor $2,000

- vs.

- Ferrarifor$2,000

oIt’sthesame amount of money?

- Howcanyou afford the car and not the marker?

•VALUE!

-Today we will focus on the BEST VALUE in CUTCO

oHomemaker+8Set

- BasicSet– 10 tools, 8 table knives

- Notthebiggest (compare to ultimate and signature)

•Those can be overwhelming

•Sowestart with the BASIC set

oBest value for the average, every day family

- Mostpopularset by far (Highlight how many sold)

CUSTOMERTESTIMONIALS

“CUTCOIS A GREAT VALUE”

•Youhave never used a great knife until you have used a Cutco.I'vebeen cooking for over40years.Nothing, nothing comes close to the quality and sharpness of the Cutco.Don'twaste your money on cheaper knives that will be replaced after time. Invest in the quality of Cutco and make your food preparation the most enjoyable it haseverbeen!

•Ipurchased a set about 6 months ago.Aspast middle age gal, I've previously purchasedat least 3 other sets of cutlery.WishI had just purchased Cutco way back

when.....They are the sharpest knife ever-and although they aren't inexpensive they areWORTHTHE INVESTMENT.A quality USA made product.Proudto have them onmy counter...the pearlis so rich looking and they feel so good in your hand!

•When I bought my two knives (all I could afford at the time) I thought they were ridiculously over -priced and bought them just to help a friend but now that I own the knivesI have come to realize that they are terrific knives, the best I have ever owned andthat it is true, you get what you pay for.Iplanto buy more knives.

•Ilove to cook and I need great knives in my kitchen.Iwas nervous to spend the moneyto buy this set, because it was not the best time financially for our family.But I was heartily sick of inferior knives.Buyingyourknives has turned out to be a wonderfulinvestment,because of your policy of free sharpening and replacement whenneeded.Ithas really paid off to buy Cutco.I will be able to pass these knives downto my daughter.

•The up front cost may seem high however this is truly the last set of knives we will everbuy.We have owned our knives for several years and they don't even need sharpeningyet.Ihave to say that this is one knife that is well worth the money.

•Ipurchased a set of Cutco knives with the block 5+ years ago and would do it all over again if I was in the knife market! They are more expensive than some others on the market butthey are worth every cent.Theyare made in the USA and it shows by the quality.We had multiple sets before these and would never go back.If you are debating,justdo it.You won't regret it and it will save you money in the end.IfI had boughtthese instead of test-driving set after set, I would have saved myself money and a few cuts on my hands from awful knives!!

day two:

Manager Tips:

Accountability

As the reps show up for training, check their assignments with the check in sheet!

CUT ROPE WITH EACH REP AS THEY COME IN ( if not done on day 1)

PAIR THEM UP TO ROLEPLAY NAMES & USES (Pages 7-9)

Start Group Session:

DO NAMES CONTEST – (comfy chair award)

a.Do a count down to who had the most names

b.*If numbers aren’t what we want, don’t countdown, have them hand in there numbers on paper and announce winner.

NAMES AND USES

  • - ENTHUSIASM / EXCITEMENT
  • - JUST LIKE YOU WOULD DO IT FOR A CUSTOMER
  • - BUILD MASSIVE VALUE
  • - Teach each piece
  • - Cut lots of food as you show each knife
  • - PRODUCT CONVICTION
  • - Promote:
    o Cutting Lots of Food

o Getting equally excited about each piece

Not just your favorites

(OPTIONAL: CUSTOMER TESTIMONIALS FOR EACH PIECE IN APPENDIX)

COMPETITIVE CUTLERY & Value Awareness::

Intro:

Today it’s important for you to really get involved, even more then yesterday.

Today’s 1st objective is to increase your understanding and belief in the product.

The idea is that when you believe in the product, do you think customers will feel that without you saying “I believe in the product”?

When they can tell you believe, they will believe in Cutco also.

2nd objective is to understand the value of the product

Lets Review the Demo and then we will talk about other Brands of knives.

  • What can you talk to the customer about before you start the demo? (kids, house, etc.)
  • What year did CUTCO start?
  • How many customers do we have?
  • How much CUTCO do we sell annually?
  • What are two disadvantages of a wood handle?
  • What are two disadvantages of a plastic handle?
  • What are two disadvantages of carbon steel?
  • What are two disadvantages of stainless steel?
  • What is the tang of a knife?
  • What is a disadvantage of a straight edge?
  • What is a disadvantage of a serrated edge?
  • What are the 5 features of CUTCO?
  • What type of guarantee do we have?
  • How is the guarantee different?
  • What are the 4 points of the guarantee?
  • Go through each homemaker piece
  • What is the nick name for the paring knife? What are two uses for the paring knife?
  • Do this for every piece
  • At the end of the demo we would walk through the prices which we will cover today
  • Whether or nor they purchase what do we want to make sure we get from them? Recos?

After only one day of training you already know a ton about knives and have learned so much. Today is going to more interactive- we are going to cut up food, book some of our initial practice appointments, go through the prices and different sets of CUTCO and of course I will announce the Fast Start Contest!

I want to kick off training with a Video about Competitive Cutlery. It is not only important we know about CUTCO but that we also know about other brands on the market. The video isn’t going to over everything like Ginsu knives or stuff you see on TV, but it will cover the three main categories; high quality, low quality and junk knives. I want you to take notes on this video in the back of your training manual and we will review them once the video is over.

.

Video: Competitive Cutlery (Get the trainees to take notes)

Value

Having product conviction is an essential part for success. Over the course the training you have now had an opportunity to see first hand and experience the excellent performance of the product. You have seen the confidence that the company has in the product with the Forever Guarantee. We have spent some time talking about the materials, the unique features and craftsmanship and how we’ve separated ourselves in the cutlery market. So likely your confidence and conviction has steadily increased as well. That confidence is very important when you see customers. That belief and enthusiasm you have in your product will transfer to the customer.

There is also another important component of product conviction. And understanding the concepts in this section is very important to your success showing the product. In this section we will discuss the relationship between the value and price of a product. Understanding that CUTCO is not only a great product but also a great value is important. It is also important to understand that people spend money differently and have different priorities. Now this is true between men and women, different age groups, people have specific hobbies they enjoy, so what is important to understand is (and I’ll go through some examples to illustrate this) that if a person sees value in a product it becomes worth the price and they typically purchase it. Now this is especially true if they see good value in the product.

So I am going to us started by showing you how different age groups value products and prioritize spending.

As you are probably well aware our typical sales representative is of student age. Lets say basically 18-24. However, our typical customers are generally in there 30’s, 40s & 50s. They are also often married and home owners.

So I am sure you can imagine that a student values product and money very differently that our average customer.

But to illustrate this point here is an example: Lets say you are a video game company and this was a training to go out and sell Xbox or Playstation we probably wouldn’t even have this section. Now why is that? Because generally you already have an understanding of the price of those products and all of their inherent value. We could send you out and you would probably be successful selling to individuals your age or even under 30. Even though those products aren’t cheap. Many of you probably have friends with multiple systems or a stack of games and all of the accessories. Systems by themselves are hundreds of dollars without the games and accessories.

So why would you be able to sell them pretty easily? Well, the reason is that you are already generally well aware of the value those products have and that other individuals who like those products share that common conviction. Now the difference here is the product that you are showing you generally don’t have a lot of value for. It’s not common for a student to truly get a lot of value and enjoyment out of kitchen product.

So even though you understand it is a great product and performs well, you don’t have much value for it. However, this is why we don’t show the product to others that don’t have much value for it either. Again, our best customer is a couple, over 30 with a family. Do you see how they probably have a different set of priorities and therefore will spend money differently? Often it might even be the same amount of money or even more but the products are very different. You saw that some other cutlery sets sold locally in stores cost well over $1000. Now this might have surprised you. I know that when I started I was surprised. But again, just using this as a general example, do you have any friends that have a Playstation, Xbox and a Wii? A stack of games, multiple controllers so all their friends can play? They have accessories, online monthly memberships, etc. etc.? Again, were talking about a cost of well over $1000 but it is also way more fun to you. Or in essence a much higher value than knives

So who do you see typically shopping at these types of stores?

  • Williams and Sonoma
  • Crate & Barrel
  • The Bay
  • Costco
  • Home Shows
  • Home Depot

Typically its couples in their 30’s, 40’s and 50’s shopping for things for their homes. Now if you have ever walked through these stores you probably understand that many things for the home aren’t cheap. But a couple with a home and family has different set of priorities. Now in just a moment we will take a look at some products that our target customer spends money on and their cost.

But for now, lets get back to you and see some things that you might have some value for. If you by chance enjoy any of these products or hobbies its quite possible you have invested hundreds and maybe even thousands of dollars into them. Its also very likely that what you spent your money on someone else might find hard to believe. It doesn’t mean that it was a waste of money it just means that you had a high value for something and wanted to spend your money on it. It might be a waste of money if they spent that money on it. Now why is that? It’s because they don’t have the value for it that you did. So lets take a general look of some things that a student aged individual might find value for and think about how much you could spend on these items if you wanted to.

So what are some products or hobbies that you like to spend money on?

Now that we have seen how people spend money differently what was the common factor in their choices to purchase those items? Value. You see that no matter what the product was or how much it cost if the person valued the product enough, price wasn’t an issue. So lets get back to our target customer and see what they find value for.

Lets take a look at some common products and items in our typical customers homes. Lets take a look at BBQ’s for example. A typical BBQ can be in the hundreds of dollars or you may even know someone with a large stainless steel BBQ or one even built into a stone patio behind the home that would cost in the many thousands of dollars.

Let’s take a look at tables or dining room tables. Again, it would be typical for a dining room table to be $500 all the way up to over $1000. What I didn’t know what that that didn’t actually include the chairs which could cost $100-$200 a piece and more. And how many families have 6-8 chairs around a dining room table.