the sales mastery formula · 2020. 10. 26. · cutco as the solution to these issues that just...

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THE SALES MASTERY FORMULA CUTCO EVENTS EDITION – CUTCO Owner

STEP 1 – ENGAGING : People have to like you in order to want to spend time getting to know what you have to offer them so this section is designed to create a likable environment people would want to spend more time around. In ENGAGING, the goal is to make a connection and make it fast. People decide to be open to what you have to say based on the impression they get from the beginning. You create a connection by creating an Inviting environment, by being Friendly from the first point of contact, and by asking Intriguing permission questions that cause prospects to want to hear more and most suspects to self-select. STEP 2 – SOLVING : People have to feel that they know you OR you know them in order for them to be open to trusting you, so this section is designed to move from pitchy to personal. In SOLVING, the goal is to uncover a need they have. People decide they need something based on the emotional connection they feel. You make it emotional by Establishing Credibility with the most important and valuable information about your service, by Emotionally Connecting with their struggles and general dislikes about what they already have, by Introducing the Solution of CUTCO with a quick “WOW” demo, and by Confirming their interest with a simple “YES” question. This doesn’t need a lot of time and you want most of your time with them spent on finding the best option for them and Up-Serving if they buy, or moving onto the next prospect if they don’t. STEP 3 – CLOSING : People have to trust you in order for them to feel comfortable deciding to buy from you, so this section is designed to show them you have their best interests in mind. In CLOSING, the goal is to get them to decide to buy something. People make the actual decision to buy something based on Logic. If you did your job in Step 2 and they feel the need, you then can illustrate how buying just makes sense and they will buy if they trust you. You make it logical by Price Positioning you as the best value in the marketplace (comparisons), by Creating Urgency for buying today (why most people are buying now), by asking Confirmation Questions (to get them trusting you and their decision with multiple ‘YES’s before the order), and by using the Drop Down Cycle when necessary (to find the perfect package and price for them and continue trust building). Quality Questions throughout the Closing process are the key to all of this as they build trust with the client and give you all the info you need on where to go and where not to go next. Think about it this way … A) Offer them the upgrade option. Do they say yes or not? B) Ask if they want to see how the upgrade works. Do they want to or not? C) Ask if they want to see pricing. Are they serious or not? D) Ask about colors, stains & payments. Do they decide or not? E) Confirm they’d use the pieces and that they’re comfortable with prices. Are we on the right package at the right price or not? Even if you get the read that they are all set, having them confirm out loud is what sets you up to not even need to ask for the order because they sell themselves. When they don’t confirm they are unsure about something still. Take the time to flush the real objection up to the top by asking a quality clarifying question. Don’t skip straight to the solution. Instead show them you understand and agree with them, then ask for permission to show a solution that should be better for them now that you have more information. Sometimes you just have to re-build value in what they’re looking at. Sometimes you just need to drop down. But always remember to empathize and ask permission before moving on. This will ensure you’re not coming across as pushy or pitchy, but personal instead.



SECRET TIP #1 :

All of the approaches below are designed to strategically follow the Sales Mastery Formula for success. They are based on what the best in the

business consistently do to secure sales fast, build loyalty, and maximize their time and opportunity with every client. These approaches work.

“The BEST salespeople use the BEST scripts.”

– Jeffrey Gittomer – Sales Trainer Extraordinaire

“It works. So GET TO WORK!”

– Brendon Burchard – World’s Leading High Performance Trainer

STEP 4 – UP-SERVING : Just because someone buys something at some price, doesn’t mean they don’t have more money to spend! There is only one person who knows how much money the client has and there is only one person who knows all the other products, services and deals you have, so this section is designed to continue offering packages in a way that is low key and fun for the customer experience. In UP-SERVING, the goal is to add value by showing other packages that fill additional needs they may have. You keep it low key by using the best Timing, intriguing them with Interest Phrasing, uncovering additional needs with Leading Questions, and creating urgency with Closing. Finally you quickly influence your average order by having the discipline, confidence and faith to follow The Three Rules and make them work for you and the customer. If they have more money, and they like a good deal, they will buy more and they will tell you when they’re done! STEP 5 – THE FAMOUS LET GO : Do you want the last thing the client to be thinking about is how much money they spent, how bad they feel deciding to think about it, or how amazing the whole experience with you was, regardless of whether or not they bought? People always remember the end and they decide to be loyal based on their overall experience, so this section is designed to help you send the customer off on a cloud of feeling great about investing their time (and hopefully their money) with you. In THE FAMOUS LET GO, the goal is to finish the Best In Class Experience for the client by breathing some air back into them and sending them on their way. You get that into them by Affirming their decision to, and how they’ll feel about, buying or considering your product and service. By Instructing them on what to do moving forward from now, and by Recognizing the value of their time, their choices, and their trust in you with unbridled appreciation.



CUTCO OWNER BOOTH APPROACH by Jason Jeffrey

ALWAYS REMEMBER :

1) Create an inviting and friendly environment that causes them to want to spend time with you. 2) Uncover needs by connecting emotionally with what people generally dislike about what they already have and introducing

CUTCO as the solution to these issues that just makes sense. 3) Position CUTCO as the best value compared to the other options they’re used to seeing in the marketplace and create

urgency by explaining discounts, incentives to work with you, and price increases (if applicable). 4) Use confirmation questions to determine if the package you’re on is the best package, pieces and price for them and if it is

not, use the Drop Down Cycle to find the package that is. 5) Once you have a sale, Up-Serve and use The Famous Let Go to create the Best In Class customer experience.

STEP 1 = ENGAGING : 3 Keys : Be Inviting, Be Friendly, and Be Intriguing YOU : “Hi … are you familiar with CUTCO? “ CUSTOMER : “Yes.” YOU : “Oh cool. Do you have some?” CUSTOMER : “Yes.” YOU : “That’s great! You get the CUTCO Owner High Five!! Hey, when is the last time you had your knives sharpened for free?” CUSTOMER : “Never.” or “A couple years ago.” or something else that wasn’t recent … YOU : “Okay, well we recommend doing it ever ___ to ___ years, so can I give you the info on how to get that done really quick? CUSTOMER : “Sure!” * Now continue into the approach below

OR YOU : “Hi … are you familiar with CUTCO? “ CUSTOMER : “Yes.” YOU : “Awesome. Do you have some?” CUSTOMER : “No.” YOU : “Oh. How have you heard of it? Great! Well, can I take a quick minute to show you why we’re the world’s sharpest knives?” * Now transition into the NEW CUSTOMER approach

*** The goal of this whole approach is to stick & move … be genuine / natural but move quickly … avoid the habit of stopping to build rapport for no reason … the questions you ask throughout the approach will naturally build rapport while also keeping you

on point with info pertinent to the end result that you’re looking for (THE SALE)! It should take less than 5 minutes to get to Closing … no more 40 minute demos with suspects.



SECRET TIP #2 : Add Value First! Many CUTCO Owners feel they have everything already and you want to get them to spend more time with you so you can show them multiple investments they can make with you. It’s easy to get people to stick with an intriguing question like “when was the last time you had your knives sharpened for free?” Because you know most people haven’t and it peaks their interest. Then the permission question is an easy “Yes.” Now you have the opportunity to add a tremendous value to them before ever asking for anything and they will be way more likely to want to see what you have.

STEP 2 = SOLVING : 4 Keys : Establish Credibility, Make Emotional Connections, Introduce a Solution, and Confirm YOU : “Okay, go ahead and jot your name and email down here for me and we’ll send you the step by step instructions

on how to get the sharpening done for the knives. Just so you know, there are two main ways to get it done. First, and our best sharpening service, is sending them into the factory. They actually refurbish and regrind all of the edges so the knives are JUST LIKE new again, just like when you first got them. And you just cover the shipping … it’s really quick too … it only takes a week or two. The other way is when you’re my client … which means you’ve shopped with me … I stop by every few years and touch them up for you right in your kitchen or help you package up the ones that need to go back to the factory so you can just drop them off and send them. This is great too because you then have a full time person like me taking care of you. Either service is really awesome and you’ll always be happy with it.”

YOU : “By the way … would you mind signing my Happy Customer List? We always love showing people who’ve never heard of CUTCO what our customers like about them and how long they’ve had them.” CUSTOMER : “Sure.” YOU : “So, how long have you had your knives? Do you have a set or just some pieces? What have you liked best about them? By the way … how’s the show? Anything you suggest I check out while I’m here?” YOU : “Cool … thanks so much for signing the list. I’m sure someone will appreciate seeing what you say about your

CUTCO. Hey, while you’re here, just so you know, we have a number of new products we’ve come out with recently. The best part about all of our new stuff is that we design everything based on customer feedback and recommendations. So, our newer items are actually some of our most popular, most practical and most used pieces. Can I take just a minute to show you some of the newer items really quick?”

CUSTOMER : “You can show me.” YOU : “Awesome! So, almost everyone has this little paring knife and have you ever thought it was too small? Right, well

a lot of people said that so we came out with a longer paring knife (show 4” paring) which everyone loves because it’s perfect for cutting on the board and going straight through things like apples without having to go around them. Plus it will stay sharper longer because of the longer blade on it. Here … check it out. Isn’t that a cool one?”

“So, do you have the really big chopper in your set … collecting dust? Yeah, most of our customers would write us

letters to say it was okay for really big meals but not so good for everyday stuff because it’s so big. So we came out with our mini chopper that’s half the size and half the weight. (show 5” Santoku) Here … feel this … isn’t that nice and comfortable? Wouldn’t that be more useful and nice to have at home?”

“This one is for raw meats. (show boning knife) It's 3 times easier for your raw meats. When you cut open the

chicken, put in the garlic, do the stir fry, trim the fat off of things. When you're using it to get little slices of meat off, it's really effective on that stuff. Anyways, this is the raw meats knife. Then we have the melon, mango, cantaloupe, watermelon knife, which is more flexible than anything else that we make. (show Salmon Knife) You can really just take the rind and fillet it off of the melon with the knife. Feel how light it is here too. Do you guys do some melon sometimes?”



SECRET TIP #3 : What you’re doing here is showing them the most popular add-ons and along the way showing all the basic things most people do in their kitchen and how these newer pieces make those jobs easier to do. The first two pieces and the last two pieces cater to specific emotional connections and struggles, while the middle pieces simply review general uses quickly so you don’t get stuck on the knives for too long and risk confusing the customer with too many options. As you talk about these pieces lay them in the middle of your table so it’s easy to see what you’ve talked about. Now you’re ready to begin the closing process.

CUSTOMER : “Yeah.” YOU : “Great. You’ll love this one.” YOU : “Okay, so the next one we designed so the tip would protect the rest of the blade from dulling AND you can cut so

much stuff with it. We call it the sticky, starchy, soft foods knife. It’s great for cutting lemons, limes, avocados, peaches, pears, any soft foods really. (show Traditional Cheese Knife) You take this one here … Do you use this one a lot at home? (show Trimmer) Well, take that and make a chip off of your potato there with that. Another one nice and thick. I want you to feel the difference here and then use this (Traditional Cheese Knife). This is what we use for soft foods, like tomatoes, lemons, limes, avocados, peaches, pears. Not just for cheese, it's a multi-versatile knife with that micro-D edge on it.”

YOU : “This one here is the most durable knife that we made because only the tip touches. (show Birds Beak Paring) It’s

just staying sharp on the inside of the knife forever. Only the very tip is ever getting worn. We use this on strawberries, round fruits, to core out jalapenos or core out the peppers with it too. Here, you give this a try. See how you like that one and I didn't even think I'd use the thing until I got it. Now I use it all the time.

The last 2 are my favorite knives. This is the bad boy of the kitchen (show Hardy Slicer). You can cut through

frozen meats, sweet potatoes, yams, things that are just normally hard to cut. You can actually take it and just cut through. It's pretty effortless to do the thick veggies whereas normally people are struggling to cut through the things. Feel how heavy it is. If you ever think your knife's going to break, use that one. It's like the workhorse of your set. I call this the bad boy for women. You need a bad boy ... and it’s the man tool for guys. It’s also great for trimming raw meats because you can cut without shredding the meat on there. Do you feel how it would be good for the heavy duty stuff?

My other favorite knife is this one just because onions and peppers are big sometimes. (show Vegetable Knife)

They're hard to chop so you end up sawing through stuff with a smaller knife, so we just made a knife where you can literally make slices all the way through, super easy. It doesn't matter how big it is or how tall it is, you can just slice through stuff all day long. Then we can chop things afterwards, mince like mint and cilantro, smash garlic, transplant veggies for the salad or into the pan. You can't do it with just any knife. But with this one you can chop, slice, dice, and mince. It's all the tools in one basically. Isn’t that a nice one?”



PRICE POSITIONING : Price Logic comes when you illustrate what they’re used to seeing in the marketplace and you help them see what makes your product and service the better value to them. People decide to buy when it just makes sense. ALWAYS REMEMBER :

x Recognize the general range of what else is available and the costs associated x Explain what additional value the client gains by choosing you x Then go over your prices

“Always show your value before showing your price!” - Zig Ziglar – Sales Training Legend

STEP 3 = CLOSING : 4 Keys : Price Position, Create Urgency, Ask Confirmation Questions and Drop Down (if necessary). *** First, you have to Price Position shopping with you as the thing that makes the most sense vs any other place they could buy

CUTCO. Then see if the Upgrade is the best package to start with or if a different package would be better. Always start with the upgrade and you will find you sell more upgrades. Don’t rush this section as too much info can confuse the client. Start with peaking their interest by baiting how great your specials are right now, then find the best package for them. Remember … ‘Listen to Learn!’ and move through the closing process based on what you learn.

YOU : “Now, the reason most people are shopping with us here at the event is because we always bring our best deals

here. Like you’re probably used to getting the catalog of seeing CUTCO online, and while you’ll get some small discounts in there we can always match those prices here and in fact, most times we can beat those prices. So you’re always getting your best deals when you shop with me. Plus, now is a great time to be shopping because of _____.

So, now I’ll show you the different packages and specials we have. What most of our customers like to do is our

upgrade. Can I show you how that works then you can tell me if we need to look at something different? Great, so the upgrade's pretty simple. What you do is you just get some knives to make life a little easier. Honestly we eat every day so it's nice to have the right tools in the toolbox. This is what normally comes in the knife upgrade here. (show Sets for Life brochure and point to the pieces past the Homemaker pieces) We have these, this, 1, 2, 3, 4, 5, 6, 7, 8, 9. Now, the great thing is I can totally customize this for you. So, if there’s anything here you need instead of something else, let’s get those in there. For example you liked ____ right? (Begin subbing in place of least used knives in pics, pieces from what you showed them already) You probably won't need another bread knife either right? You already have a bread knife. I would rather have this knife which we use all the time (put in Birds Beak Paring).

Set that one in there, and then barbecue cleaver. We don't really use this one a lot. I don't know if you'd rather

have one of these, but I prefer more of the everyday stuff myself. I'd rather have that personally because people always tell us they use the other one like it so much they love having two, plus this square design stays sharper longer too (put in Santoku Trimmer). Also, a lot of people tell us they don’t need the medium chopper (point at 7” Santoku in pic) because they’re getting this awesome veggie one (point at Vegetable Knife), so we usually take that one out and put in the mini chopper you liked (put in 5” Santoku).

Even if there was 1 or 2 here you wouldn't use, it costs about the same, maybe even more, to not get the upgrade.

It's a package deal which is why people say it’s awesome. You also get 4 more of these. (Lay out a table knife) Is there anything else you’d swap out or remove?”



CONFIRMATION QUESTIONS : Once you have found a package they like, confirmation questions are important because if you’re on the perfect package and price for them, they will say yes multiple times before you ask for the order. More importantly, if you’re NOT on the perfect package for them, they will signal this verbally or non-verbally when you ask these questions which is your sign to begin the Drop Down Cycle in order to find that perfect package. “So, if you were to do this today, would you see yourself using all of these pieces?” “So, if you were to get this today, do you like the idea of doing the payments or would you just want to pay for it all at once?” * If they confirm all the way through these questions by making decisions then hand them the order form * If they do not confirm then they are still unsure about something (price or pieces) so move into the Drop Down Cycle to clarify what they’re unsure about and discover where to go next

YOU : “Would you like me to show you how much the upgrade costs? Okay, let me show you what this costs. If you're going to buy all of these eventually, it's a little here and there but it adds up to a lot more in the long run, so it’s a much better deal as a package. You’ll see what I mean here … (add everything up on calculator)

Okay. So, if you were to buy from the complete set just buying it over time, you're going to spend over 3000 just

individually purchasing it, maybe even more because prices are going up on things like that. That's why we do these in a package. What we do is we just take the value of your set from the one you have here off the other set, the complete one. All your current knives fit into there plus the new knives and your 8 old steak knives plus the 4 new steak knives. It's not really that much bigger if you really think about because it’s only wider by 4 more steak knives.

And if you were to get it would you be needing the dark handles or the white ones? Okay cool and would you be

wanting the honey block or the dark cherry block? Great!” YOU : “Then, as part of the upgrade I'm supposed to get the block from you, but since you don't have it here, it's okay.

We'll just keep it to sharpening knives and stuff. If you have a couple of old crappy knives you don't use any more like something that’s just hanging in the drawer, here’s what we’re doing for the show. They do a deal for the show on the package, but now I'm giving you another deal. This is called "the trade-in". You trade in old, crappy knives you've had and then we actually just cut the price a little more. We use the old knives to cut rope and leather and stuff like that in our training. Do you guys have some stuff at home you don't use?

Great, so just don't throw them all away. When I come over to sharpen all your CUTCO, I'll take a couple knives

there, just crappy knives, not CUTCO, okay? That gives you $165 off actually. So, the upgrade comes up to ______ which is your total for everything. Then what we do, is we’re very loyal to our customers so we let you charge the order over 5 months. We don't have interest or anything. We just have people who come up and say, "I wasn't planning on getting a whole upgrade today" and then they wanted to buy it later in 2 months. We don't have the discount at that time so they're getting frustrated so we just decided to make it easy to pay it out without anything, no interest, no layaway, no credit check, no financing ... You don't even get a bill. We just automatically charge it to your card or your checking account to keep it simple. Even our millionaire clients do it this way because it’s so simple and you can still do all the other stuff you’re planning to do because you’re basically just paying for a couple knives a month but getting a great deal all at once.

** Ask confirmation questions to see if you need to close the package or begin the Drop Down Cycle



DROP DOWN CYCLE : The ultimate goal is to get the first yes as quickly as possible. At this point you have uncovered need, made it logical to buy something and now you just need to continue to build trust by showing the client you have their best interests in mind. You do this by following a simple cycle that keeps it personal and ensures the client feels taken care of.

SECRET TIP #4 : When presenting your solution be sure to show enthusiasm about that option. Remember, you’re getting closer to finding the perfect package for them which should be exciting for you. If you are less excited about it how will they feel about it? Also, the decision to buy THIS option must be logical, so remember to tailor that package as a solution to their concerns (most used pieces, much more affordable option, easy to fit in the budget, etc).

x Step One = Clarify --- flush out the real objection (pieces or prices)

x If you don’t mind me asking, what is it that’s holding you back right now? x Real quick before you go, are you even in the market to spend _____ on knives right

now? x If you were to get this set, would you even see yourself using all of these pieces?

x Step Two = Empathize --- stay on their side by agreeing instead of trying to change their mind

x I totally understand. x That makes total sense. x I’m sure I’d feel the same way if I was in the same situation.

x Step Three = Permission --- get things moving forward with a strategic question they can’t say no to

x Can I take a quick minute to show you another option I think would be even better for you based on what you’re telling me?

x Step Four = Solution --- tailor your next offer to solve their concerns (pieces or prices)

x I want to show you this because based on what you’re telling me it could actually be the perfect ______ (price or number of pieces) for you.

x Step Five = Confirm --- get multiple YES’s before you get the actual YES!

x So, would you see yourself using all of those pieces more? x So, would that be something that fits your budget better?

x If they don’t confirm repeat this cycle over again as you drop down through the offers x Once you get confirmation on pieces and prices exit the cycle and hand them an order form x Once you have a commitment for an order begin the Up-Serving process and create an experience

they’ll remember



SECRET TIP #5: If they pick a set, instead of selling them on choosing a different set, use the extreme price disparity between the set they picked and the 5pc Complimentary Set to get the first YES fast. Then, use the Up-Serving process to help them get more value & build your order with add-ons. If they have more $$$ they will spend it because it makes sense.

PACKAGE PROGRESSION

“Hi! Are you familiar with CUTCO?”

UP-SERVING

THE FAMOUS LET GO

NEW CUSTOMER

Show Stopper

PICK Complete

Set

Single Piece

Buy 2 Get 1

PICK Starter

Set

PICK Basic Set

PICK Family

Set

Ultimate Upgrade

5pc Complimentary

Set

OWNER

Single Piece

Buy 2 Get 1



SECRET TIP #6 : If you follow the Drop Down Cycle throughout the progression you naturally continue building trust because you’re making it personal to the client by clarifying, empathizing, asking permission and tailoring your solution to their concerrns. This causes the process to get easier along the way as the customer will open up and help you get to the sale faster. Pay close attention to them. If they have genuine interest they will begin to ask buying questions. Selling a single piece is easy if they still say no to a 2pc special offer because you can simply ask which piece they want / would use the most and offer that (no deal necessary) and if they like and trust you they will buy it if they have the money. If they don’t have the money then get their info and go directly to The Famous Let Go.

When presenting solutions consider using these descriptions for the offers in the progression:

5pc Complimentary Set : So, what we should do for you since you don’t really need the whole set is we should do our 5pc Complimentary Set. This set is our most popular set for people who already have CUTCO, like a few newer pieces, BUT don’t want to do a whole upgrade on their set. So, from the upgrade pieces, which 5 pieces would you use the most? (Let them pick their pieces, lay them out on board as they pick them, and re-affirm their decisions along the way). Okay, cool. So, this is perfect for you guys because check this out … not only do you get the 5 pieces YOU’D use the most BUT you also get a really great deal on it. So, here’s how it works. You get these 5 pieces you picked, plus we don’t want you just throwing the knives in the drawer because that’s not good for the knives so we also throw in our storage tray which is great because it protects the knives, and it can be hung on the wall or stored in the drawer. The best part is that this set is normally ____ worth of stuff, but today your price is only ____ which means you’re saving over ____. Plus you can still do that over ____ payments, so you’re only spending ____ today. ** Now ask confirmation questions

Buy 2 Get 1 Free :

Okay … so this is still just _______ (too much or too many)? **This is Clarify Great. No worries it totally makes sense. Listen I really want to help you get CUTCO today because I can tell you really want it and it seems like you really need it too. PLUS, I want to earn your business because I know how much you’re going to love it once you have it and I want to be your CUTCO guy/gal. ** This is Empathize So, before you go, can I show you just one more option really quick that might be even better for you based on what you’re telling me? ** This is Permission Awesome. So, let me ask you this. Looking at these 5 pieces (laid out on the board), which 3 would you use the most? (Let them pick their pieces, move the ones they don’t pick off the board, and re-affirm their decisions along the way). Cool, so check this out … we have a special where we normally let people pick 3 pieces and get a 4th piece free. But since I really want to earn your business, I’ll do you one better, just don’t go around telling everyone I did this for you. So, if you want to go ahead and get this now, I’ll do buy 2 get 1 free. So, you’ll buy these two and I’ll give you this one for no extra charge. That would normally cost you ____ but with the deal I’m giving you it’s only ____ so you’re saving ____. Plus you can still do that over ____ payments, so you’re only spending ____ today. ** This is Solution ** Now ask confirmation questions



SECRET TIP #7 : x If they ask buying questions then they’re interested … key in on that and close it x If they say “NO” to something that doesn’t mean they’re done it just means not that, offer ask

another Leading Question and offer something else x Don’t take this too seriously … have fun with it and they will too! You’re adding value to them with

every package they buy! x The first three steps + this process are set up to make this low key. You’ll be amazed at how much

more many clients will spend with you when you follow this. ALWAYS REMEMBER :

x Whatever they decide to buy first, is simply where they are comfortable making their first commitment to you.

x You don’t know if they have more money to spend and the ONLY person who knows if they do is …

STEP 4 = UP-SERVING : 5 Keys : Timing, Interest Phrasing, Leading Questions, Closing and The Three Rules.

x Step One = Timing x Only begin to upsell once you have payment in hand

x Step Two = Interest Phrasing

x JSYK = Just So You Know x MGMS = The More you Get the More you Save

x Step Three = Leading Questions

x What did they show interest in that they’re not getting? Offer a deal on those items. x What Add On specials do you have in your Back Pocket that you can show them?

o Ask a Quality Leading Question � Do you ever _____? � Do you have _____?

o When they show interest � Uncover a Need with Emotional Connection � Introduce Your Solution with a quick demo

x Step Four = Closing

x SYD__ = Since You’re Doing _____ x IYD__ = If You Do _____ x ICD__ = I Can Do _____ x IJMS = If you’re going to use it and can afford it, It Just Makes Sense

x Step Five = The Three Rules x #1 - Always Offer = to anyone who buys something x #2 - Always Offer Again = to anyone who takes an offer once x #3 - They’ll Tell You They’re Done = when they accept offers keep making offers

until they say they are done … they will always let you know and it will be fun



STEP 5 = THE FAMOUS LET GO : 3 Keys : Affirm, Instruct and Recognize in order to breathe AIR into the customer and tie on the Best In Class Experience bow so they leave on the feeling of AMAZING!

x Affirm x They’re making a great decision buying / considering buying x What they should feel when they get home

x Instruct x Buying again x Getting service x Follow up & loyalty programs x Referring business

x Recognize x Their time x Their choices x Appreciate them

SUCCESS TIPS :

x Ultimately, your goal is sales; that’s why you’re reading this! x This process creates sales in a customer centric, strategic, and low key way through

Engaging, Solving, and Closing. x Clients always remember the last few minutes of the experience with you the most. x When done right, Up-Serving and The Famous Let Go add so much value to the

customer that they leave thinking about how much they enjoyed the experience with you.

x Be sure every customer you spend time with leaves feeling they had a Best In Class experience with you and you will build long term loyalty.

x Long term loyalty equals long term sales. x This is true whether they buy now or not

the sales mastery formula · 2020. 10. 26. · cutco as the solution to these issues that just...

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