Supplies and Set up Needed for Day 3 Training

Supplies and Set up Needed for Day 3 Training

On Desk:
Name Tags & Sharpie
Pens

Day 3 Sign In Sheets
Sales Rep Agreements (contracts)
Prospectus with all inserts
Folders (all prepped)
spare calculators, stapler, envelopes for cash, authorization info for CC/Checks

On Whiteboard:
Welcome to Graduation Day
Please : Grab a Name Tag
: Fill Out Day 3 Sign In Sheet
: Fill Out Top Half of Rep Agreement

: Role play Pages 11-15

Training Binder:
Trainers Training Manual

QPR
Leaders Guide

Price List
Reco Sheets

Side Table

Homemaker Set

Accessories (Fast Start prizes) Old Cutco (optional)

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

Books (all out for day 2)

DVD’s Ready: Jason Flynn

Other Material and Reminders:

Prospectus’ (all inserts in and scholarship/R4C brochures ready to put in)

Fast Start Banner Up and 10k/15k/Record Level Posters
Upbeat Music On (not the radio)
Set up Tables (if room) and Set up Chairs (dependant on # talked to for Day 2 Pdi)
Sample Kits
Cut Rope, have leather, orders forms, reco sheets, s. spree’s ready
Prizes for first Weekend Demo Set Up
PR Cutco Levels and Prizes

Training Box
How to Earn 10k (Summer) Fast Start Prizes Sheets PR Sheets

Day 3 Agenda:

Have, supplies (rope, leather, extra forms), day 3 folders and blue books ready

(Day 3 Folders (6 each: reco & order forms), s.sprees, time mgmt and fast start completion, phone log, QPR,))

On White Board: Welcome to Graduation Day!

-Fill In : Day 3 Sign in Sheet

: top half of agreement,

Role-play pages 10-14 w/blue book

Day 3 PC (Before Day 3 starts):

Check assignments: (start as soon as first person comes in)

Demos (when, who) confirm on day 3 sign in sheet (ensure in manual too)

Walk through schedule. Who is this? what do they do for a living? What do you think they are going to buy?

- If demo is not high quality than coach them to reschedule.

“ I don’t want you to waste this customer. They probably will buy from you but only when you are really confident. It will be nearly impossible this weekend when you are learning and brand new. Let’s re schedule them for next week when you know what they are doing. They will definitely buy from you then. Who can you schedule that is married and lives in a house?

- If they say small sale, help build confidence in sets.

Focus on payment plans. Build value in that customers ability to buy. “ They work full time? Oh than they can definitely afford a set on a payment plan.”

- If they say big set or homemaker, have them sell you on it.

Why do you think they are going to buy a homemaker? Let them build their own confidence in making sales. Figure out the why’s. High five – congrats on your first homemakerJ

Paint the picture of hitting first promotion. “How good is it going to feel when….”. “How cool is it going to be when…..” “Do you think you could be #1 in your group?

How did you want to take care of your sample kit?

COLLECT PAYMENT & AUTHORIZE

-write all info in sample consignment binder

Leave some time open Sunday night for calls to set Monday and Tuesday.

This morning we will have time to make calls to get more demos set up.

(if didn’t hit assignment get them on the phone asap)

Pass out:

• Blue Books (all set up)-Ultimate set (beside Homemaker sets), Henckels ad, specials, scholarship/charity brochure, fast start contest and children’s wish insert

• Day 3 Folders (pass out during contract review)

Intro: (Success is A Choice)

Good morning. Success is a choice. That is the premise of today. How well someone does with anything is by choice. Have any of you succeeded at something that someone else told you probably wouldn’t be good at? How did it feel?

The difference between a below avg rep and above is attitude. Attitude dictates how well you will do on your appts. Do you guys believe that people will buy Cutco?

Last year our office sold_____. And this year we’re going to do____. Our company did over $200 million. People just like you with same training as you made that happen.

My objective of today is to get you so excited to the point where you can’t wait to do a demo.

There are two ways you can do this job. You can show Cutco or you can sell Cutco.

Showing Cutco is just showing up, reading from the book with no enthusiasm, not cutting up any food with your customers and focusing on the base pay instead of making more.

Now I like to have reps focus on making their first 10 grand. Who wants to make 10 grand?

1.  $10,000/$19 per app = 527 apps

This is how many appointments it would take if you are interested in just showing Cutco.

Selling Cutco is having tons of fun with your customers throughout your demo. Being genuine and enthusiastic about the product. Cutting up a bunch of food. Memorizing pages 11 and 12 ASAP. (They haven’t learned recos yet)

Now how much do you need to sell to hit FSM? What does FSM stand for ? (Freakin’ Sweet Money). When you hit FSM you have made 10 525 in income.

35000/$250 ave order size = 140 sales / 0.6 (60% closing ratio) = 234 apps

I don’t know about you but I am all for doing less than half the work and making the same amount of money. You?

Which would you rather do show Cutco or sell Cutco?

Can you see why we have people hit FSM (freakin’ sweet money) in jut a few months? (Insert local office examples )

How many of you are a little nervous to do a demo? Be honest. At the same time if your nervous how many of you are excited to do a demo? Once you get that first one its pretty easy. I’m going to give you the best training I know how. Now that I’ve made the choice to help you succeed I want you to make the choice.

Are you guys ready for a great day of training?

Today we’re going to talk about commission, making more. About promotions, fast start. We’re going to talk about some other benefits like you’re an independent contractor. My favorite part, writing up orders. How many orders you’re writing up is good feedback on how we’re doing. You want to write up a lot of orders.

Today is a wrap up day. By the time you leave here today you will feel comfortable. You’ll feel excited. How many of you have a demo as soon as you leave here?

Let’s start off with some recognition (you need to know results before hand)

Appointment count down:

Ø  Stand up if over 6 appts (clap).

Ø  Over 7 appts (clap) go to number one

Ø  Recognize top three individually. (each get vector pen)

Ø  Top person wins prize. (vector calculator)

Agreements:

Fill out top portion (name, address, and phone...) if not already done.

Ø  Review the information needed to be filled out

Ø  BIRTHDATE & CAMPUS CODE FILLED IN

Ø  Explain direct deposit – do your best to get every rep on this program!!

Ø  Put Sales Rep # on front of Trg Manual (top right corner)

Ø  Rep # is on the top left hand corner of the training manual

Read agreement to them. (pts below elaborate on contract sections)

1. You are selling Cutco. You are not allowed to sell over the web (ebay) or in a store. Also not allowed to sell to Realtors and Mortgage Brokers for Business purpose (gifting to homebuyers), until 100k in sales and approved realtor rep.

Order deadline is _____pm on Monday, (orders & QPR) we will ship the orders for you.

2. Both base pay & commission is called “a commission.” Base pay is “ minimum (incentive) commission”.

·  Rare that a customer cancels an order, if so the company will reverse your commissions.

·  Direct Deposit vs Mailed Check

·  Review looking at statement on vconnect not just $ value on email

·  Do the comparison on base vs commission-10 appts

3.

a. Why over 25? Because we want you to make sales!

b. Housewives are ok, just make sure husband has a full-time job-this weekend MAC’s

c. One on one is better for you (more $) and the customer (more attention and less pressure).

After filling blanks, review how to fill out QPR (both sides)
-must review every 10 demos-if you go 0/3 stop can cal 911-our officeJ Explain Why.

4. (BACK SIDE OF AGREEMENT) Explain Independent Contractor

Other Job Here at Vector

$5,000 earned $5,000 earned

$3,500 paid $5,000 paid

$1,500 taken out for taxes $0 taken out for taxes

$750 refunded at end of year Tax Deductions:

$250 for (CPP/EI) sample kit $

bus pass or gas/mileage (book)

trips, conferences, cell phone bill

ex. $5,000 earned, $2,000 deductible = $3,000 taxable income

(pay less tax – lower bracket too)

Write these 2 tax tips on bottom of back side of agreement

(you will keep the pink one)

Tax Tips: 1. Save all business receipts (need records to deduct it)

2.When you hit $7,500 start to save 10% of every check in a separate account

5. You won’t steal customer money.

6. Can’t rent a car & send the bill to Vector - that would be incurring liability.

7. No advertising - billboards, ads in papers.

8. No corporation or Ltd on business cards, promote vconnect for business cards premade

9. What is breaching the contract? Lying about demo’s, stealing customer $ or office supplies.

10. We don’t sell yours or customers information

Turn back to front side and sign it, date it for today’s date, and take pink copy to keep for your records

ADDITIONAL PHONE CALLS/10K Fast Start (20-25 min)

“If you think you can, you can. If you think you can’t you can’t”

Henry Ford

(Write this down)

5 keys to achieving a 10K Fast Start

1.  Plan your time wisely

a.  Use your time management sheets

b.  Plan the next 10 days in detail

c.  Follow your plan

d.  Make sure you have phone time everyday even 2 times per day

2.  Memorize your close and leads approach word for word (page 10 & 11 and page 20)

a.  We can’t just be making sales we must get a ton of leads

3.  Hard work always pays off

a.  Don’t be afraid to work a 10 hour day or a 12 hour day. If people are saying you are working to hard that is a good thing. It will not be like this everyday for the summer but for your first 10 days you might as well give it your all

b.  This will create momentum to have a 50K summer (Gold Oscar)

4.  Communicate all the time with your managers

a.  At a minimum you should call 2 times per day everyday for the next 10 days. Even better call after every demo

b.  Don’t be afraid to share your emotions with me good or bad. I will be there for you and we will make this happen together

5.  Never give up (Hand out the copy of the bird and frog picture)

a.  3 examples of someone’s start

1.  Really bad start

2.  Awesome start

3.  Average start

b.  Next weekend plan on having a 10 demo day

c.  Your last day will be huge make it count

Additional Phone Calls

Who would like to have 1 more day in their Fast Start?

o  This could make a big difference

o  Are you willing to work for it?

What we are going to do this morning is have a phone jam just like yesterday:

o  Anyone who sets up 3 or more in 15 minutes gets an extra day in their fast start contest. That simple. I also know your all a little competitive, so the first person to set up an appt gets a free vegetable peeler.

o  Call anyone you didn’t get a hold of last night?

o  Use your cell phone if it’s free on the weekends, or we have the office lines and you guys can share phones as well. You can either call here in the office or in the hallway.

o  If you don’t have names and numbers with you, it might be smart to call home and ask mom/dad or whoever is there to give you some names and numbers. You can also use the phonebook or Canada 411 to find some extra numbers.

o  If you’re done setting up your appointments for whatever reason, you’re going to take the time to memorize the pages 11 & 12. So when you have all your appointments lined up, start memorizing the approach.

o  If I were you, I would definitely go for a goal of at least 3 extra appointments lined up right now. That’s going to make you an extra $57 in the next 15 min. of phoning! Is that time well spent??

o  Do you think people are home right now? FOR SURE.

o  Alright, let’s make it happen guys, remember all the extra appointments count for your Fast Start Contest!! Don’t forget to pull out your schedule and phone approach from the trg manual.

o  Make sure you have your approaches out before you start making calls

o  Every time you set one up I want you to run up and put it on the board…

Are you ready? GO!!!!

*Manager note: just walk around like a phone jam and encourage*

Recommendations (page 18)

o  Remember in the interview we discussed customer recommendations?

·  Customer Recommendations = Demos = Sales = Income

o  Now, what’s the #1 goal on every presentation? Make a sale