2016 Team Canada Training Seminar(Matches Drew Frank Videos on VC)

Goals and Objectives of Training

Creating a comfortable Environment

Day 1 Training: 6 hoursIntroduction / Opening Comments / Personal Story: 90 minutes(Depending on group size and number of manager / rep intros) Demo Teaching/Role Play: 2 hoursPay Review: 30 minutesNames List 45 minutesWrap / Assignments: 15 minutes

Day 2 Training: 7 hours (or longer for extended phone jam)Names and Uses / Role Play: 20 minutesCompetitive Cutlery / Value / Closing / Drop Down: 2 hours Food Cutting Clinic: 25 minutesSchedule / MAC: 30 minutesPhone Skills: 30 minutesPhone Jam: 90 minutesSample Kits / Fast Start / Assignments: 30 minutes

Day 3 Training: 6 hoursKit Set Up/Day 3 PC: 30 minutes past start timeContracts Review: 20 minutesDemo Walk through: 30 minutesGifts / Accessories / Ult / Sig: 30 minutesPhone Jam: 45 minutesPersonal Recruiting / Alley Oop: 1 hour Recommendations: 45 minutesOrder Writing / CPO: 60 minutesFolders / Assignments / Wrap Up: 30 minutes

Rep and Manager Introductions

Product testimonial supplements

G oal s a n d O bj ect i ve s of Tra in in g CREATE CULTURE

- Be yourself. Don’t imitate other managers. Enjoy the process

- Launch Everyone – No one shows up to Day 1 training with the expectation that they won’t launch

- Create responsible and accountable sales reps

- Create a culture of great communication

- Foster strong work ethic in every representative

- Create an understanding and culture of showing qualified customers

- Give every rep the tools necessary to be retained long term

- Create an environment of teamwork and team unity

- Create an experience that matches trainees’ expectations

- Create a comfortable environment for learning and growing

CREATE RESULTS

- Build a solid relationship with every rep in training = Retention

- First Sale in First Weekend

- First Promotion during Fast Start

- See Best 5 Customers First weekend

- Create a solid foundation for Demo management and phoning expectations= 6-7 demos / 1000 CPO

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Day 1 Training

As they enter the room:(Video: Day 1, Part 1 – welcome)

Get to know sheet, connect with themGet from Chris 3-4 questions

INTRODUCTION(Video: Day 1, Part 2 – Introduction)

Are we ready to get started? Are you guys ready to make some money?Are you guys money motivated? – say with smile on your face)

Lets get started. I am excited for training. For those of you who I have not met yet, my name is _________ . I am the ______ Manager of the _______ office. I started when I was __ years old after my ___ of Year University. At first I was working here just as a summer/PT job to make enough money for my tuition. It was just suppose to be a 4-month/PT thing but I ended up loving the job and selling CUTCO. It was so much fun, being paid to hangout with house wives and eat their food

We want to have a championship team and that is why you are here. We took over _____ calls for the position over this past week and we set up with this group. Some of you were in interview groups where there were some sharp people and some of you were interview groups where it wasn’t the most exciting. But we funneled through and this is what we came up with. We only want champions on our team. You are only as strong as your weakest link and we are only going to accept people who have championship caliber attitude, championship caliber work ethic and that's is what we are looking for. So congratulations on being selected to the team and welcome to the _______ office. You are already part of (rank of office/District) office. Does it feel good to be on a championship team?

The reason why I tell you the success about our office is not to impress you but to impress upon you the opportunity you have working in the _______ office. When you’re part of a great culture and part of a great organization, we just expect great results.

CUTCO is easy. You cut tomatoes and smile and it sells itself. It’s all about attitude and work ethic. The harder you work, the more smiles you have on your face, and the better you are going to do. So I am excited for you guys to get started, are you guys pumped to?

SEMINAR OVERVIEWOBJECTIVE: Experience = Expectations

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I want to give you the run down and set the foundation of what you can expect today and throughout training. So here is the agenda for the next 3 days.

Day 1 – We are scheduled until ______ Today we are going to set the foundations for training. I will tell you the expectations

that I have of you and also the expectations you can have of me as your manager. We are also going to learn the first 75 percent of the presentation. We will talk about the blue book, (show the blue book) the scholarship/race for charity,

a contest called your fast start. Company, front row foundation, disadvantage of common knives, show solution (Cutco), then we back it up with the forever guarantee. That is 75% of the presentation. Does it feel like a ton of information? Pretty simple

Most of your presentation is 2 things : building a relationship with your customer and cutting food. Lets be honest, if they use Cutco, they will love it. And if they like you, they are going to feel comfortable buying from you. So it’s about relationships and cutting food. As long as you read the script, you will be great.

Then we will review pay. I am going to help break down the numbers to help you figure out how much you need to work, how many appointments you need to do on a weekly basis in order to make the income that you need.

For example (trainees name) wants to make 10k this summer…. So (trainees) needs to sell 36k this summer. That's going to be around 15-20 appointments a week. So if he is consistent with that, he is going to be able to make that amount of income.

(Only Say with 10+ in Day 1 Training)Some of you are here just because you want to get mom off your back. She told you to stop being lazy and get out of the house and go get a job. And you want to do as little as possible just to please mom and dad. And that's totally fine and I will give you a plan for that to.

I will help you break down your goals, so no matter what you are going for, you will know exactly how much you need to work to make the money that you need.

After that, we are going to review your practice list. Who here has sort of of an idea of who you want to show first? What if I guarantee you by the time you leave today, you will have a list of 50,75, most of you will have over 100 people on your brainstorming list by the time you leave today. It’s going to surprise you. You know more people than what you are thinking right now. We are going to go through a brainstorming exercise to help you think of some more people you can show. You are not going to show all of them but the bigger your list is, the more selective you can be.

Day 2 – From ____ to ____

We are going to do that last 25% of the presentation, which is learning all the pieces in the set. The first hour of training, is literally cutting food.

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Then we will learn all the different sets and the prices as well.

We are also going to learn about the competitors of CUTCO as well. We will talk about the other brands out there and talk about how CUTCO compares. CUTCO is the number 1 kitchen cutlery in the world. Only sold by Cutco reps but we need to show you what is in stores and what your customers have on their countertops. That way you know how much we kick their butt.

Then we are going to talk about marketing and skills. I learned more in my CUTCO training then I did at 5 years of university. When you have a hands on, tangible product, its much more effective then learning bold face words in a text book. I will teach you a lot about marketing and sales.

I will teach you how to sell anything. Because in life you are always selling something, it’s either a product, a service, yourself, or an idea. Regardless of what major you are in, sales skills are crucial. You will have to be able to sell, in order to succeed in any industry in the future. Would you guys agree with that?

Next we will talk about how to target your customers. We will take this big list that we come up with tonight and we are going to pair it down to who your best prospects are. Because if you practice with your best prospects, who are they going to recommend you to? Other best prospects. So you want to focus on your best 5 customers and best 10 customers this weekend. If you show your best 10 customers this weekend and they each give you 5 referrals, you will have 50 rock star customers and it will keep on expanding.

Then we will breakdown your schedule. I will teach you time management. I will teach you how to get everything out of this job without sacrificing the important things in your life.

Obviously on your first week or two, you want to put your foot on the gas pedal. Why do you want to do that? Get off to a great start, build your clientele, build momentum and your confidence. (give examples of 1st weekend) For example Will Gill, he did 15 appointments his first weekend and sold 5500 making 800 dollars.

Imagine getting a comma check, in your first weekend.

I want you guys to get an opportunity to make a lot right away, so that way you get that momentum going, because its like that snowball effect and it just keeps on building and building, so its important to start off strong. If you start off slow and decide to gear up a bit later, it’s going to be a little difficult. So now is the time to put in the energy.

Then we are going to learn the phone approach. I was the person, when I first started training, I hated being on the phone. I was so nervous, anyone like me? I am going to give you phone time, to give you an opportunity to set up your demos.

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Then we will talk about your sample kit

We are going to review your fast start contest. Your fast start, is your first 10 days on the job, you have an opportunity to make some absolutely sick and wrong money. I am also going to incentivize you with a contest. I am going to incentivize you with free stuff. If I offer you free stuff to work hard, then you will have great results, if you have great results, then you are going to want to keep getting great results, you will be on fire and one of our best reps this campaign. You want to hear about the fast start?

Day 3 – From ___ to ___ We are going to pull everything together

We are also going to review the entire presentation, so that way you will feel really comfortable. So that way you wont go into your first demo and you are like, “hi mom, this is a knife…” I want you to be a little more comfortable. So we will practice the entire presentation all the way through.

Then will learn all the gifts and accessories. Who here knows a lot of people who own a lot of Cutco? They are the best customers- Repeat orders. Favorite store/restaurant example (So (trainees name) what is your favourite store? How many times in the past year(months) have you been to that store? Why do you keep going back? Exactly, that’s just like Cutco, Cutco owners buys Cutco 2-3 times over a lifetime. So upgrades are really easy.

We are going to learn upgrades and teach you how to wheel and deal, so that way your customers will get the best deal.

I will teach you how to write up orders. Simple math and how to fill out the paper work.

Then we will learn recommendations and I will teach you how to build your customer base really quickly (give transit and non local example)

Most of you are from the area, you probably have 100 to 200 contacts, I am going to teach you how to turn that into 300, 500 contacts and maybe even more

Then I am going to teach you something called the virtual demo, any one have any family or friends that live outside of the city? (example of virtual demos) Nicole Watt was from Sudbury, Ontario and sold 9k in her first 2 weeks all virtually

We have a really cool website, if you have relatives that live out of town that you want to show Cutco to, you can do it in the comfort of your own home through our virtual demo program.

Keys to getting the most out of training- Focus: Don't be distracted by your neighbor or your cell phone- Take good notes and be engaged - Leave your problems at the door

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- You can pick them up when you leave- We all have challenges and obstacles that we deal with, but if you have things that

are going on that are distracting you, just let it go for a while. There is nothing we can do about it right now, you can deal with it after you leave training. Does that sound good?

- Have professional fun- I am going to have a lot of fun during training so I want you to as well.- Treat yourself like a CEO or an executive, because at this point you own your own

business, you are the CEO, CFO and COO of your own corporation and that's exciting! So take yourself seriously like a business professional

- Get enough sleep- I know its summer time (or weekend), and all your friends are texting you and

calling you about all the parties and all the cool things that are going on. Wait until after your fast start. Wait until you make your first big pay check. Especially over the next 3 days during training, you want to make sure you get enough sleep as we are going to be intense. We have a lot to do. I want to put this into perspective. What if the energy you put in over the next several days can set you up on a path towards financial success and security for the next 3-5 years. If I can guarantee you, that you will never have to worry about money ever again for the rest of your life, if all you did was commit 100% fully to the next 3 days of training and focus on the assignments I give you, would you do it?

- Now I can’t promise that's going to happen to anyone in here. But I can promise that you have a really good chance. When I was 20, I worked my butt off, I focused in training and I never had to worry about money again. Paid my way through university and graduated debt free and its was because of the energy I put into my CUTCO training.

- I have former reps working downtown in major engineering firms and oil and gas firms. I have engineers, nurses….

- (Read Mateo Arias’s Cover Letter)

- My Vector Internship

The University of Calgary’s Schulich School of Engineering has a Co-op/Internship program with various companies in the world. The way it works is students from different disciplines are rated based on academic merit after an extensive application process. Employers then post job opportunities for young engineers in training to apply to and then chose out of the ones that apply. I never had the best grades or anything in my resume that really stood out and had a very small professional network to work with. Those things didn’t really say anything about my work ethic, technical skill or ability to learn. Engineering at the U of C is famous for its 50% drop-out rate and a “C’s get degrees” culture so survival is the main objective. I wasn’t able to find a job in my field after 2 years of school, which again was pretty ordinary. Then along came Vector. It’s hard for me to even describe all the things I learned or the skills I was able to develop. It was everything from making a sale or dealing with objections to being able to control conversations and speaking publicly with a comfort that was unnatural to me. This process brought along a

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sense of awareness that I’ve grown to cherish and apply to every aspect of my life.

- By the time internship interviews came around, I had already gone through a bit of management training at Vector and was intent on coming back to the Calgary office as an Assistant Manager. I had four interviews for four different internships positions at four different companies. After ten days I had four offers for internship. I had the privilege of choosing which one I wanted to pursue, how many months I wanted to work, and even how much I “thought was fair” to get paid when the majority of my friends couldn’t even get a call back.

- Two weeks into my internship, a representative from the internship program gave me a call to check up on how it was going and to see if I was struggling at work. He was surprised and impressed with the ease of which I was able to handle any technical and interpersonal problems I had encountered so far and was even more surprised when he talked to my supervisor and mentor. Apparently I had been sought after because of my interview skills. My supervisor told them that he couldn’t figure out how I took the conversation from technical questions about valves and pressure control systems to his soccer team, his trip to South America, and what kind of music he grew up listening to.

- The bottom line is I now have the confidence and the skills to go anywhere I want, and walk whatever path I could possibly think of. Vector opened my eyes to an infinite amount of doors and possibilities. Not to mention the great people I met and the amazing relationships I got to develop. My father, who has over 30 years of experience as a professional engineer, told me that he wishes he had the skills I learned at such a young age. It’s crazy how it all came from selling knives.

-- Mateo Arias, E.I.T.- Project Engineer

- (Add in other examples)

- Kaye Abella – Landed a job with the CBE right out of university cause of her vector experience

- Would you agree, if you worked hard during training, it would set you up on a path to hit several promotions in your fast start?

- And if you hit a couple of promotions in your fast start, do you think you will be on track to hit 50% as a CUTCO rep? If you are making 50% as a CUTCO rep, do you think you will worry about money when you are in school? You are going to graduate debt free, during the process, with the personal and professional skills that you gain, do you think you will land that dream job in the future. And if you land that dream job in the future, do you think you will worry about money? Not at all..

- So what if the next 3 days meant the rest of your life for financial freedom and flexibility? That's scary to think about, but ___ yrs ago, I was in the same position you are right now saying “what if”. So I want you to put your energy into it, I want you to put your effort into it because this can be an unbelievable experience to put you on a great path for the future.

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- Work Hard Inside, but also outside of training- Assignments are crucial- This is not school. In school, you get a report card or a grade, here you get a pay

check- SO when I gave you an assignment, I really want you to work hard at it - I want you to go the extra mile- The reason you are here, is because you are an over achiever. In most things you

do in your life, you are better than average. - If you were just an average person, you wouldn't be here. - Average people don't do well at this job, why? Because average people have a

clock in, clock out mentality, where they are told what to do. In school, sports or whatever it is, you generally are above average. That is why you came in for a job like this. You know you are worth more than an hourly pay. You deserve to be paid for your value and not your time

- So when I give you an assignment, I want you think how can I go the extra mile? How can I go above and beyond?

- The reps in our office-that is what they typically do. They work harder than the average rep and that is why we sell more, make more and advance more quickly than anyone else in our company.

Don't be nervous I want you to write down, don't be nervous 10% of you are freaking out right now. You are thinking holy crap, what am I doing

here? You are going to have to change your pants by the time you get home, and that is fine. Some of my best reps are my most nervous reps. (give example – Allison Percy, didn't speak for the first 2 days of training, ended up selling 15k first summer part time). So if you are nervous, freaking out and don't think this job is for you, just give it a shot. Take a lot of notes, focus and pay attention and I promise you will be ready to go by Saturday. Everyone gets the same training. The reps on the back wall are our fast start champions. The reps who end up as 50% or CSP’s. Those reps got the same training that you are getting today.

80% of you, most of you in here, you are excited, you are motivated and you know it's a good opportunity. But you are just not sure how well it is going to go for you. That is exactly where you should be. If you are thinking you know this is cool, but I am not sure how well I am going to do, than that is exactly where you should be because you haven’t sold a knife yet. So if that's you, take a lot of notes, focus and put 100% effort into training. I promise you by the last day you will be a rock star and be poised to make a lot of money.

10% of you, you are already super confident. You know you are going to crush it. You know you are going to destroy everyone in here. You are going to be the number 1 rep in this group. You are going to get your face up on the back wall like (example – Skylar Hutchins or Dave Lawrence ). (get a 10k Fast Start & Dirty 30 wall with pics) DM’s should have a mgmt/FSM/CSP Wall as well) You know you are going to be awesome at this job. If this is you, that's good but don't be overconfident. People who are over confident miss the little things and details. The little details make the biggest difference. If you know you are going to do great, that is fine but I want you to take just as many notes, if not more notes than everybody else. Does that sound good?

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This job is not for everyone...- 80% Love it, make great money, and get a great experience

o They use it as a stepping stone and make incredible money- 20% Don’t love it

o They don't last very long, and why do you think that is?o They don't put in the effort, they don't focus during training, they miss the little

things, and they are couch potatoes.o Someone once asked me what the catch of the job is? This job is what you put

into it, is what you get out of it. If you are lazy, you aren’t going to make any money. It definitely is a mirror.

o Some people, it’s just not for them. And unfortunately some of them slip through the cracks. We try to do the best job during the interview process to weed those people out and I think we have done a good job because this group looks really good.

o But sometime some people slip through the cracks and unfortunately, in other parts of the company, people work the job and it wasn't for them

o And when someone doesn't do well with something, whom do they usually blame? Somebody else. Some people don't take responsibility for their own failure.

o So of course there are people out there who didn't do well with CUTCO and complained about the company. Just like with any other company.

o BTW all that stuff you see on online and youtube, I am sure some of you have seen it, its HILARIOUS and ridiculous. Most people didn't even work here. Most of the stuff is really old anyways. But if somebody doesn't do well, they usually blame other people. (tone is matter of fact)

o So if you focus on training and work hard, of course you are going to succeedo So now in our office, most people absolutely crush it and kick butt. I can’t speak

for every office in the company, but we do extremely well here.

Here is my rule: Try it out for 2 weeks.- If you love it, keep doing it. If you hate it, find another job. No big deal. What is the

worse thing that can happen? If you really invest your energy, time and commitment for the next 2 weeks, if you don't love it, at least you have a really cool set of knives and a nice pay check. That is the worse that can happen.

- You know what, you will be in the exact same position you are now, jobless or with another part time job.

- My rule was give it 2 weeks, and if I love it, keep on doing it, ___ yrs later, I am still loving it and that is why I haven’t stopped.

- Is that fair to everybody? Because if someone tries it out for 2 weeks and they don't put their all into it, is there anyway they can make a good judgment whether its for them or not? No, there is not way.

- That is why it’s important to give it your all and give it a good effort. Otherwise you will always wonder “what if”

Company Success

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- The company is in a really good place right now, as a company we sold $______ (last weeks call in as a company) just last week.

- Our office was (place we finished last week)- I have two main responsibilities within our _____ (District/Branch) office. Our office is

part of the _________ District, which means, anyone that is developed out of our office and runs his or her own office is part of our district.

- My first responsibility is to help run the day-to-day operations of our district office here in _______. My second responsibility is to help develop our future Branch and District managers throughout our country.

- So if you want to learn more about management and get involved in our management training, even if you are just working part time or go away for school, just let me know later.

- Like I said our company is in a great place, we sold over 250 million last year as a company and we are growing.

- As an office, we are the number _______ office in the nation for the year. - I opened this office in _____ of _____ (year) and in less than a year, we are competing

for the number ____ spot. (will evolve each week)- We are poised to take over that number ____ spot. And with your help, and with your

fast start, we have an opportunity to propel ourselves back into that number _____spot.

- I love to win; I want to win a _______ (silver cup) this year. I am extremely competitive and all I want to do is win.

- You guys excited about that?

HIGHLIGHT TOP REPS- INTRODUCE ANGIE MACDOUGALL – Western Area Manager- BRAND NEW REPS / TOP 5: Name Drop and Promote (focus on PRs)- TOP 10 CAMPAIGN: Name Drop and Promote (PRs)- 10K FAST START CHAMPIONS: Name Drop and Promote (Focus on PRs)- CSPS/FSM (in your area)

o Vonny Fasto Jennifer Loo Queenie Lio Devin Haago Roni Lil Shapka

Management Staff-Like I mentioned, we are part of the _______ District.-I am the ______ manager, I will be responsible for your training but also responsible for the offices we open up this summer as well.-We have branch managers that run their offices for just the summer time. This is an opportunity for a student (not always) to run their office for a summer. After that, they go back to school, so it’s just a summer thing.-We have district mangers, like myself who run full time offices. They have opportunities to go on crazy company trips and exotic places. Have bonus opportunities and things like that. It's a really cool opportunity to run your own business-Go through Assistant staff-Go through Leadership academy

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-Go through Receptionist Team

Keys to Success in Vector1. Positive Attitude- We only work with positive people, I can’t stand negative people, they don't last very

long in this job. - You are going to have good days and bad days. A good day is what we call a grand

day. Grand day is when you sell over 1000 dollars of CUTCO that day. If you have two good days a week, you will be one of the top reps on our team. You can have 5 horrible days, but if you have two good days a week, you will be a rock star. Now if you think about it, if you two grand days a week, that's 2k at a minimum. At 20%, that's 400 dollars a week. 400 dollars a week doesn't suck. At 30%, that's 600 dollars, at 50% you are making 1000 dollars. And that is only two good days with the rest of the other days horrible.

- What is the difference between most of the reps in the company and the reps in our office? Its attitude. Its how we respond to challenges and how we respond to failure. If someone has a bad day, and they get frustrated and angry, they are in a negative mood, will that negatively affect his next day?

- But we realize that our best days always come after our worse days. And our biggest sales always come after no sales. It’s strange how it works but whenever you have a horrible day, it’s not a bad thing. But with most reps in the company, do you think it's a bad thing for them? Yea they think it's a horrible thing. Our office we get excited about it. If you have a crappy day, you are going to be pissed but I am going to be pumped. The reason I am going to be pumped is because I know the next day will be awesome. Just based on the averages, CUTCO karma has built up and the next day will be great.

- That's the difference in our office. It's the mental understanding of knowing that a bad day is always followed by a good day.

2. Strong work ethic- We judge reps based on performance and not results.- You cant 100% control your results, but you can control your performance - So if (trainees name) works really hard and does all the activities that it takes to hit his

goals, he should feel good about that regardless of what the results are.- Some weeks you will have good weeks, sometimes you will have bad week, but as

long as the effort is there, you got to feel good about yourself no matter what. - I judge my reps based on work ethic and attitude.- I will never judge reps based on their results because you are going to judge yourself

enough on it- I will never get upset with somebody as long as they are working hard and have a

great attitude.- Never on results, just isn’t fair.

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With experience you’ll improve every week- Jot that down- The only difference between you and our top reps or our CSPs is experience and time.- They just started before you but they are no different. - Its all about repetition and passion for the product. What makes a CUTCO rep great?

Its repetition and passion - So doing it over and over again and learning the manual- Next is just falling in love with CUTCO. If you fall in love with CUTCO, that enthusiasm

will transfer over to your customers.- Do you think our CSPS and 50%’ers believe that everybody should own CUTCO?

Yeah. They go into every presentation expecting a sale because they just love CUTCO so much, they want all their customers to experience that to.

- So its passion for the product. - Who here already loves CUTCO? Who owns it? Its freaking awesome and

unbelievable

The training Manual is perfect- There was an old philosophy when I first started, my training manual looked way

different and it was very basic. It was a shell of training and it had blanks and one liners. It was awful. The old philosophy used to be, lets teach basic training first and after basic training, once a rep feels comfortable, once they start getting good, then will start teaching the advanced stuff later.

- My philosophy is I want to teach advanced stuff now. Because if I teach something advanced now right off the bat, it will never feel advanced because it will feel basic. Does that make sense?

- SO this manual is absolutely perfect. Everything word for word is what the top reps in our company use. All the value building phrases, all the cool one liners, all the important things that they say in their presentations, all of it is in here.

- So if you read this word for word perfectly, your demo will actually sound better than theirs because after a while, do you think they cut some corners here and there? Yea. So this book is a combination of the best of the best of all the top reps in the company. So if you read this perfectly, yours will sound better than them. Why do they still so much? Its just because they have been around for a long time and they are very passionate about the product and love CUTCO

- So follow the manual and you will be perfect. This manual isn’t just for training, its forever. Reps who are at 50, 60k in sales. Why? Because if it works, you might as well keep doing it.

Now I am going to tell you what you can expect from me, then I will explain what I can expect from you

Expectations of the manager (me)1. 100% Commitment to you

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a. Your success is our success. We only do well if our reps do well. I will never teach you anything that doesn’t work. If it doesn't work for you, it doesn't work for me. I am going to train you how to become the number one sales rep in the company. I will give you the best training you can ever imagine. Nobody runs a better training than our office. So you guys are going to get the goods today.

b. I am going to set you up for success, but everything I teach you, will directly impact your wallet. It will make no sense for me to teach you something or ask you to do something if it doesn’t impact your pay check

c. All of your managers are on commission. They don't make a salary. I don't make a salary. There is no salary in CUTCO. We only do well when you do well.

d. I am going to teach you how to become bad ass’s/awesome. Because if I can teach you how to be an awesome rep, you are going to help us win national championships.

e. I don't care about the money, I do pretty well, I just care about winning number #1. All I care about is (breaking records/ winning silver cups/ trophies/being competitive/ beating ___ office/insert your goal.)

I’m going to be tough on you- I’m going to be tough on you and hold you accountable. - So I am going to be tough on (reps name). Because I know he can handle it. If

(trainees name) says to me, I think I want to do 10 appointments this weekend, I am going to push him to do more. Especially in his fast start. I am going to say (trainees name) that's weak sauce/lame. Lets go for 15 or more. I know you can handle it. I am going to push you harder and do more in your first 2 weeks than any other time. After your fast start, gear down and go on a really steady schedule. But for your first two weeks, you want to work your absolute tail off. The reason is, if I push (trainees name) and I am tough on him and make him do more than what he wants to do, he is going to get great results. If he gets great results, he is going to get a big pay check, If he gets a big pay check, he is going to like me more and I want him to like me.

- So my objective is to push you as hard as I can and make you do more than you want to do for your first two weeks. Do you think after you get those results you will become self motivated?

- This job is all about self-motivation. Do you think I really need to tell (top reps name) to get on the phone or to get more appointments lined up at this point? No, he is so self-motivated because he already has made so much that he wants to keep on continuing doing it.

- So it’s really important to understand that we are going to push you during your first two weeks, is that fair?

- We are never going to mean or yell, but we will push you to work hard.

2. Great support systema. We have something called PDI

i. It is our communication. It is when you check in with the office (or team leader). (You will all be assigned an assistant manger. You are going to do your communication with them.) Basically you just call them/me after your appointments and let them know how it goes. Very very simple.

b. PCs

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i. You will sit down with your managers every week. Just to go over your schedule and your goals. So that way we are on the same page. Because if (trainees name) has a big goal, and we know about that, that way we can coach them the right way. You will receive your first PC next week.

c. Field trainingsi. If you want to watch a presentation of a rep whose been here for a while.

You can tag along. So if (trainees name) wants to go watch one of (top reps name) presentations, She can just go with her and watch the demo and takes notes. It will help her feel more confident about her own presentation.

d. Team meetingsi. Our team meetings are unbelievable ii. We do fun things afterwards. We have team night outs. Sometimes

bowling or wings. e. Conferences

i. We have conferences through out the year. The next one is (date and time_________)

ii. That is preceded by push week which is a 2 weeks sales competition

Expectations from you1. Follow the program

a. I have had reps fail this job. I’ve had many reps fail this job. It’s impossible for everyone to succeed. I’ve never had a rep fail the job though who just followed the program. I’ve never had a rep that follow the program fail this job. It’s impossible. We cut rope, smile and people buy knives. We ask for referrals, call them and do the whole process over again. Its really easy to sell knives. What’s the challenging part? Its just motivation. That's the only challenge of the job. If you push yourself and stay motivated, this job is a piece of cake. You literally sit at a kitchen table, drink ice tea and make small talk Mrs. Jones an then sell her knives.

b. Not everybody succeeds, but as long as you follow the program you are going to be successful.

c. Don't reinvent the wheel. Do you guys know people who are too cool for school? And they want to do things their way? Doesn't work in a job like this.

d. The manual is perfect and it's the right way to do it. If you try to make this up on your own, I can’t promise you any results.

2. Work Hard during traininga. It’s like pre-season for a sports team. b. What if I can guarantee you that next 3 days will set you up for a lifetime of

financial success and stability, would you take it? Would you go after it? c. Cant promise it but I can promise you will give yourself a really good

opportunity.d. What if just this summer lands you a perfect internship next year? Would that be

cool? e. I will give you an awesome recommendation letter, and you will get whatever job

you want, whatever internship you want and I am really good at that

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f. But work hard to get off to that great start. So that way I can give you a glowing recommendation

3. Be responsible for your results and your success

a. You don't need to work all the time. You don't need to work 7 days a week. But when you are working, you need to put in 100% of your effort.

b. This job is a reflection of you. The more you put into it, the more you get out of it. If you work a little bit you make a little bit. If you work a lot, you will make a lot.

c. It’s all about the effort you put in. Again you don't get a grade, you get a pay check

KEYS TO SELLING CUTCO(Video: Day 1, Part 3 – Keys to selling Cutco)

Cutco is not your typical “salesy” position. We hang out with Mrs. Jones, cut food and eat!

1. FOLLOW THE MANUALa. This manual is not just for training like I mentioned before. Its forever!

i. Same exact demo as top reps in the companyii. Advanced sales skills. Not just basic trainingiii. As long as you follow this manual word for word, your demo will sound

exactly like (top reps name) demo.b. Rules this weekend: NO EYE CONTACT

i. Do you think your customer would rather have a fancy sales person or the right information?

ii. Here’s a misconception: in sales, eye contact makes the sale. In Cutco, it’s the opposite! We’re sitting down with Mr. and Mrs. Jones at their kitchen table. Too much eye contact is overwhelming.

iii. The more nervous, choppy and dorky you look and sound, the more comfortable it makes your customer because there is no pressure. If you’re too good at the demo, it’s high pressure.

iv. So read word for word no matter what. And ask their permission to read your manual at the beginning; they’ll think it’s cute and dorky. They’ll buy a TON!!

v. Want to know how to ask permission? Well I’ll show you, because that’s in the manual.

c. Building Valuei. If you follow the manual 100% you will build 100% of potential valueii. 75% = 75% potential valueiii. 50% = 50% potential value

2. CUT FOODa. Cut 5 things on every demob. Why? Excitement and proof. Also its func. VALUE OF CUTCO

i. 5 things = 100% Value

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ii. 3 things = 75% Valueiii. 1 thing = 50% valueiv. Cut nothing = very little value / hard to make a sale

3. HAVE FUNa. Buying CUTCO is an emotional experienceb. Have you ever been shopping at the mall on a bad day? Nothing fits, cant find

anythingc. Been shopping on a good day? Dangerous, YOU BUY EVERYTHING!d. Be yourself, have fune. Customers will buy more if they like you. That's just human nature

READ, CUT, SMILE!Office Rules(Video: Day 1, Part 4 – Office Rules)

1. Be On Time: Vector time is 15 minutes earlya. I cannot stand lateness, it’s my number 1 pet peeve.

2. Be Properly Dressed. For demos and training. Dress to impressa. You are representing the number 1 product in the world, I want you to look

sharp, I want you to look good.

3. Positive Expectationsa. Have you heard “Think you can, think you can’t, either way you are right?”b. If you think you are going to succeed at Cutco, you will succeed with Cutco. If

you think you will fail, you will failc. It’s all about expectations, so have positive expectations. d. There is something called CUTCO Karma

i. Good things happen to good peopleii. Work hard and have a great attitude

4. Write down your questions. a. You are going to have a lot of questions, just jot them down, you can start

checking them off your list as we get to themb. If we are in a specific section, for example if I am talking about junky knives and

you have a question about junky knives, that's a great time to ask it. But if I am talking about junky knives and you have a question about the sample kit, that's not the appropriate time to ask.

c. If you have a question that's just an individual question, that only concerns you, you can just ask me 1 on 1 during a break

d. If you have a question that may help the whole group, then ask as a groupe. But make sure to keep individual questions individual and group questions to a

group.5. Bathroom – (insert local office rules/directions)

6. Parking a. Anyone drive here today?b. insert local office rules/directions).

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7. Mess up/ Make mistakes/ Learn from thema. I want you to mess up. We are going to be role-playing today.b. We are going to role-play the training manual one page at a time. c. I want you guys to mess up. You are going to sound like a complete fool and

that's fine. It’s going to be hilarious. d. The more you role-play, the more you mess up, the better you will get.

FAST START CONTEST!!!- First 10 Days- Opportunity to win a ton of Cutco and other prizes- Why do we want to give you incentive to work hard right away?

o Promotions, paychecks, self motivation # Push yourself- Keys:

o DO TWICE AS MANY DEMOS FIRST WEEKEND / FAST START Sales Confidence, Build referrals, Paycheck, Momentum, Capacity

o Best Prospects / Best 5 first weekend Show your Best 5, whom do they recommend you to? (Their best 5)

- What if the effort you put into your first 10 days...o Path towards financial success and security for several years to come?

Graduate debt freeo Dream job in the future (skills and experience you gain)

Personal Story(Video: Day 1, Part 5 – Personal Story)

Let me tell you how I got started. I want you to realize everything I teach you come from a point of experience. You will never do anything that I haven’t done before. You will never experience anything in this job that I haven’t experienced. So that is why I want to tell you my story, so that way you know that everything I teach you comes from experience. Have you ever had a job where someone taught you or had a manager that has never done your position before? And you are like, you have no idea what I am going through… So with CUTCO, everyone in a leadership position started in the same spot.

Go into personal story….

PERSONAL STORY TIPS

PHILOSOPHYBe completely honest and truthful-Don’t use other manager’s stories

- You can use 3rd person stories- “_____ from _____ office had this experience” - Positives can come from any personal story- “I wish I had done _____ differently. Let me show you why”

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Sometimes more positive than if you crushed it - Personal story is designed to pop fear bubbles and give tips

- Teach them how the job is going to work

WHAT T O FOCUS ON - How did you find out about Vector?- Initial thoughts on position. Excited? Nervous? Skeptical? - Parents’ initial reaction. Positive or skeptical.- First weekend details

First weekend demos- Who did you show, what did they buy- Any tips or nuggets? See below

- Fast Start Recap and promotion- First campaign Recap- How you got into management? What you love about being a rep- What you love about being a manager

POPPING FEAR BUBBLES

- Parents’ initial reaction to job --- “My parents didn’t get it at first…” - Can I sell knives? “I realized it was easier than I thought”- Making phone calls “I was nervous about making phone calls at first…” - First sale “Cutco sells Cutco! I just read the script and they bought!”- Is sales for me? “Selling Cutco is easy. Read, cut, and smile. Not salesy at all”- Getting lots of recommendations “Customers were excited to help me out” - Okay to make mistakes. “Forgot to ask for recos” “forgot to cut penny!”

INCLUDE TI P S EITHER “I’M GLAD I DID _____” OR “I WISH I DID _____”- Big Names List --- work hard on assignment. Dream talk…- Lots of phoning on day 2 --- 2 hours at least. Set up entire first weekend.- 3 demos on your first day. Explain why…momentum, confidence, practice - Make sure your first demo is a sale. Explain why.- No sales are part of the job. No big deal. Don’t freak out- 3+ demos a day … Promote consistency during Fast Start. - No eye contact… word for word demo- Fast Start promotion and focus

Note to manager – WHEN TEACHING THE DEMO – - Teach demo like you are a rep doing a demo for a customer- Enthusiasm / Excitement- Build MASSIVE VALUE!

PROMOTION OF WHO OWNS CUTCO(Video: Day 1, Part 6 – Testimonials)

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- OBJECTIVE: PRODUCT PROMOTION AND CONVICTION- How long has your family had it?- Pieces or a set?- Do your parents love it?

TESTIMONIALS- Throughout training, you’ll hear customer stories to build your passion for Cutco – the best kitchen knives in the history of the universe! Let’s hear what some customers say about their Cutco...

Play CUTCO TESTIMONIAL – 3 ½ minutes -Calgary Stampede TestimonialsPreface (not professionally made, recorded on i-phone at the Calgary Stampede Trade Show, we sell b/w 60-100k in that 10 day time period)

PLAY CUTCO PRESENTATION DVD (up to the close)- We are going to watch an actual presentation so you get a feel for how it flows- Don’t take notes: Notice the feel / what it looks like- Margo Myers / 550k career sales- Notice: She follows the manual / builds rapport- Nothing fancy: let the product do the work!

Demo Review - (really quick)As far as the presentation goes, it is very easy. I feel pretty confident that if I gave you some knives, a prospectus and a price list you could probably show Cutco today and make a sale or two. (Grab a prospectus.)

When you get to a customer’s place, do you think you want to jump right in and start talking about Cutco? No. You will probably start by talking with them for a few minutes before you begin the demo. What do you think you would talk about? Them - and a little about yourself.

Company Page- What do you think we talk about? Tell them we have been in business since 1949, etc…Junk Knife Page- How about on this page? What they have. Talk about the problem that people experience. Features & Benefits- CUTCO. The solution. Guarantee Page- pretty obvious? Guarantee. Names & Uses- Different pieces.

After you told them how great it is, what do you think they want to know about it? Price. After they buy or don’t buy what do we want to get from them? Reco’s. Exactly, it’s pretty easy.

You basically just did a presentation. That’s how easy it is.

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Now we don’t want you to just go through the motions, we want to make sure you have this information down, so I’m going to give you all a manual…I want you to treat this thing like gold, and I want you to get to know it really, really well.

PASS OUT TRAINING MANUALS... FRONT COVER(Video: Day 1, Part 7 – Demo)- Fill Out – Promote social media – Facebook – OFFICE NUMBER- Websites: VECTORCONNECT and CUTCO.CA

TIPS FOR YOUR DEMOExplain each tip and make sure they understand WHY

Demo in Kitchen: Always in the kitchen, never in the dining room. It would be weird to show Cutco in somebody’s office or a Starbucks.

Husband and wife: The reason we start on the weekend, that way all of your demos, both of them will be there. When you show them together, the closing percentage is like 80 or 90 percent. Its really rare if you show them together that they don't buy at least something. Now for your demos during the day, you might only show one of them. But if you only show one, it always has to be Mrs. Jones. Never ever show the guy by himself. Guys do not buy CUTCO by themselves. Show husbands and wives together.

Where to Park: Street / Curb. Don’t park in Mrs. Jones’ spot!

Food Cutting: Bring your own food / cheap stuff

o Tomatoes / Grapes / Apples / Oranges

Best customers: Pineapple! Sells sets!o Anyone who you think can buy a set... guaranteed set saleo A lot of our reps bring a pineapple to every presentationo __________ brings a pineapple to every demo!o When you cut a pineapple with a normal knife, it stinks but with CUTCO, its just

so smooth and awesome.

Blue booko Training manual in front of you. Blue book facing customer.o So you are reading the manual and you are flipping the pages for the customer. o Who here has an uncle who you know will be a pain in the butt and will just grab

the book and say what is that? What is this? o I always kept one hand on it, so that way they aren’t tempted to start flipping

through the pages. Always be in control of your blue book

Don’t tell prices until the end:o We talked about price and value.

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o If the Value is here (with hands, higher than price) Its an easy decision to say yes

o If the Value is here (with hands, lower than price) its an easy decision to say noo If they don't know anything about CUTCO where is the value? Lower.o If you tell them the price in the beginning, they will say its too? Expensive.o Have to wait until the value is at 100%o At the end, they will say it is really cheapo If you tell them too soon they wont understand the value! " Just say: “It’s a

secret! Don’t ruin the ending!”

Read and Explain: If your Customer already owns Cutco You are going to do a demo all the way through Even if someone has seen it, they probably don't remember the little details I will teach you how to do upgrades on day 3 of training

BUILDING RAPPORT / SOCIAL ETTIQUETTEo Why is building rapport crucial to your demo?

o Comfort, Friendship, Trusto Customers buy from people they like and trusto The more they like you, the more they feel comfortable buying, its break the ice

and builds a relationshipo Recommended: At least 10 minutes

o Many reps build rapport for 20-30 minutes or more! o Leads to: Bigger sale and More Recommendations

o Even for people you know this weekend. Its good practice. Even if its with mom and dad. You are going to sit down and tell then about you and your goals

TEACH SECTION ON HOW TO BUILD RAPPORT How to give compliments Always complimented Mrs. Jones fridge, that way I can check inside to see what I

could cut Also complimented their couch. If you sit on their couch, you are like a friend. You

transformed from a salesman into their friend. Got really excited and build rapport. Ask them different thought joggers (6 Ps – Plants, pets, photos, plaques, profession

and people) Ask a ton of questions.

Let me give you an example of how important Rapport building is... (READ CUSTOMER TESTIMONIAL BELOW)

o “We first purchased our Cutco knives over 10 years ago from a friend’s daughter going to college. At first we were only going to buy a little something to help her out but after demo we ended up buying a full set. The knives are wonderful they are perfect size, have super cutting ability and fit perfectly in the hand. They are part of our everyday meals and look beautiful on my holiday table. What an unexpected jewel they have turned out to be. Thank you.”

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TEACH SECTION / READ LINE BY LINE o Popcorn reading – Rep involvement(Group Dynamics/Language Barrier’s are important to be considered)

o Fill out blanks / goals

PRESIDENT’S CLUB Most unbelievable letter you will ever get. Signed by Joe Cardillo The most glowing recommendation you will ever get. It is incredible, talks about how you are the most incredible human being on the face of

the planet Whatever job, grad school, Internship you want to get into the future. You will land it

with this. It is unreal. How do you win it? Once you hit…. (level for that time of the year) Most of you will knock that out your first couple of weeks.

SCHOLARSHIP/RACE FOR CHARITY PROMOTIONo If you are a student, you have an opportunity to earn a scholarship..o Tell Trainees to cross out the Race they are NOT ino Teach how to show BROCHURES

o “Mrs. ________, this job is really important to my future. The harder I work and the better I do, I have a chance to earn a scholarship/Cutco donation to a charity of my choice which will help me a ton with school and put me on track to...”

FAST STARTo Teach how to show and promote FAST STARTo You are going to tie them into a specific goalo Talk about specific levels or prizes or be #1. Whatever is important to youo It could be “I want to get off to a really great start and help the team.” Whatever is

important to youo Do you guys want to know what the prizes are yet?:) – do not tell them yet

(teaching point – monthly investment options) Why do we say that? (we have monthly investment options) So its get them in the buying atmosphere. They think “oh I can probably get something then”

*(teaching point – have to, like to or love to cook) Show HM, Siggy and Ulty set in office

ROLE PLAYo We are going to Practice... Pick the partner next to you (or manger pairs people up)o Two Rules: No Eye Contact / Word for wordo PRACTICE MAKES PERMANENT!

Role-play 4 times with partner. Twice each. Role playing is very simple

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Groups of 2 When you role play, 1st rule, no eye contact. The more you see it, the more you

visualize it. That way when you do your presentation it will be a lot more fluid Also read it word for word. Don't add anything except when you wrote on your

lines. When you are done, if you look around and people are still going, just jump into

a third time through and I will stop you when I know everyone is done their two. The more you do it the more you get better at it. Start with personal story and work your way down. Its going to sound goofy and awkward first, that's ok, that's why we practice it

COMPANY AND DISADVANTAGES- It’s the only product that you can buy once, use every day, and never have to replace- CUTCO is NORTH AMERICAN MADE and FOREVER GUARANTEED... you can’t

beat that

- We are also proud to make Ka-Bar knives, which are the knives used for the US military

Why is it important to explain the company in our presentation? Credibility (history)

o Been around 1949 – Number one kitchen cutlery, establishes credibilityo Has anyone bought something from a company that you never heard of before? o If you do, it can be a little nerve wracking so we want to make sure they know a

little bit about the company Confidence in quality

TEACH PAGE COMPANY AND DISADVANTAGES: Popcorn reading. Explain why each line is important.

RECOMMENDATIONS Planting seeds so they are already thinking of people they can recommend you to

FRONT ROW FOUNDATION / ME TO WE Organization that raises money for people who are braving critical health challenges to

live their lives in the fullest by providing front row seats to concerts, sporting events or any live performance of our recipient’s choice.

(give example of events) I will teach you how this work on Saturday.

SHEARS (DEMONSTRATE) Need to get really excited. Need to act like this is the first time you seen it If you are not excited, they wont be either. Why do you hand it to the customer? Creates ownership, they feel like they own it. Cutco Quality Assurance Team tested the Super Shears which cut 1,000,000 cuts

through cardboard which equals:o Sectioning 20,000 chickens

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o Cutting 25,000 pizzaso Cutting 23.5 miles of cardboard, or 37.8 kilometerso Trimming the artificial turf the length of 139 football fields.o Trimming enough floor tile to cover the floors of 99 houses (average of 1,500 sq.

ft.)o Cutting enough wallpaper to cover the walls of 99 average-sized homes.

PEELER (DEMONSTRATE – PEEL THE CARROT & SELL IT) Everything Cutco makes is:

o Rated #1o Forever Guaranteed " Dishwasher Safe

DISADVANTAGES OF COMMON KNIVES Who has a drawer that looks like this?

Wooden Handles This is your gross face. Let me see your gross face. Can’t smile during this part. Buddy check (show example of wooden Handles) Most sickness is spread throughout the house comes from kitchen knives handles. You feel the handle, its sticky, that's mold and bacteria growing inside the knife.

Plastic Handles (show examples) really cheap, most are hollow in the inside, so they come apart easily When the handle is wet, they become slippery Most accidents come from plastic handles because they slip and people cut

themselves Now this is your concerned face because it is so dangerous.

Partial tang Its how far the steel goes into the handle (show examples) If you can’t see the tang, its partial

Rivets All the knives we passed around have brass rivets. It’s where all the germs get into the knife. It's a soft metal

Carbon Steel (show examples) Strong metal, won’t go dull easily, but it is full of rust. You can’t even buy these anymore because they are disgusting and unsanitary

Stainless Steel Most other knives are made of this. Nice a shiny. Most people associate shiny with sharp. Very rarely the case.

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Stainless steel is very soft.

Serrated Edges (draw on the board and explain) No sharp part in between What dulls the knife is the cutting board, the edges start to round off and becomes dull. Cannot be re sharpened must be replaced.

Role play Pages ( - ) Intro, Company & Disadvantage of Common Knives **4 times total with partner (Twice each)

FEATURES AND BENEFITSTEACH – Popcorn reading. Explain why each line is important.

Handle design Good Design Award – Museum of Modern Art, New York City, New York Cutco has been displayed around the world + won awards at 10 different museums for

MODERN ART! This word is expensive is really important – Here is the price and here is the value

(with hands) The word expensive makes them think CUTCO is expensive. You want them to think that this one knife, the CUTCO petite carver is a thousand dollars. Because when you finally tell them the price they are going to say wow that's cheap.

(READ TESTIMONIAL)“Alex Pugh simply presented and demonstrated the Cutco knives and other items, and that was that! As I have a condition known as CPT (carpal tunnel syndrome), each piece is truly an aid to me, from the wonderful handle which makes any chore more simple to the tip of each steel point making each action more quickly done. Each one is a hidden treasure. Alex is such a gentleman and fine salesman, for there was no pressure to purchase. He believes in Cutco and had a professional presentation which was a credit to your company. Through the years, he has contacted me to see to my Cutco needs and has kept me informed and updated. Thanks for allowing me to express my admiration for your fine representative; Alex Pugh and for your wonderful Cutco Products.” - Kay Trull

Thermo Resin 100% Sanitary – very similar to a bowling ball ski binding or football helmet (READ TESTIMONIAL) “Many years ago, when my brother was in college, he sold

Cutco Cutlery to supplement his income. He had purchased a sample kit of knives to display to his prospective customers, which he kept in the trunk of his car. Unfortunately, his car was stolen with the knives in the trunk. Years passed with no progress in the investigation of the car theft, and my brother had given up all hope of recovery. He had graduated college, served a stint in the Army, gotten married, and begun a career by that time. In fact, he had really forgotten all about incident, when

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much to his surprise, he was notified by the police that his stolen car had been recovered from the bottom of the Tennessee River where it had been dumped by the car thieves many years earlier. Of course, the car itself was hopelessly waterlogged, but my brother asked the police to look in the trunk for his Cutco knives. Believe it or not, his knives were still in the trunk and were in perfect condition. To this day, my brother and his family are still using those same Cutco knives more than twenty-five years later.” – Linda R Boyd

Full Tang Balanced perfectly, (show them with petite carver by balancing on your finger)

Stainless Steel / Double D Edge Highest grade of steel available to kitchen knives. Never tell them the grade of steel. They don't care.

(READ TESTIMONIAL) “The entire Pathology staff uses your knife in the autopsy procedure for slicing organ sections for examination. The knife is most effective in the slicing of difficult-to-section lung tissue. The serrated edge is most effective on the very spongy lungs.” Lawrence Thompson M.D.

(READ TESTIMONIAL) “I purchased a set of Cutco knives in the early 60's (against my fathers complaints hee hee). The knives have never been sharpened and are still cutting as good as they did when first purchased. It is the best purchase I have ever made!”

Review “Do’s and Don’t’s” of How to Cut Rope

FOREVER GUARANTEE

TEACH – Popcorn reading. Explain why each line is importantWhat is the difference between a warranty and a guarantee?

Warranty expires, its only for a certain period of time

What happens to a guarantee? Depends on the guarantee Have you guys heard of a lifetime guarantee?

o Its just like a souped up warrantyo Not anything specialo Refrigerators have a lifetime guarantee… on the 8 years that fridge is suppose

to lasto Lifetime guarantees have an arbitrary amount of time that product should last.

After that there is no guarantee. o Cars have lifetime guarantees. 100,000 km or 10 years or whatever it is.

Fridges, dishwashers, most appliances have lifetime guarantees; it doesn't mean a whole lot.

With Cutco, its forever. What other products out there that you know have a forever guarantee?

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Cutco is forever, they can pass it down from generation to generation No receipt is needed. They don't need proof of purchase, they just need the product.

What else has a forever guarantee? What are the super nice watches? (Rolex) Zippo lighters Rolls Royce Cars Craftsman tools

So basically the best products in the world. So CUTCO is the #1 cutlery in the world. We are the Rolls Royce of kitchen cutlery. We are the rolex of kitchen knives. It feels good right?

When you sell CUTCO , you are selling the #1 product in the history of the world. It's a bold statement, but its true. The #1 product ever. Forever guarantee, they will never have to buy knives ever again. Does that feel good? How awesome is that?

Forever Performance Guarantee (read section then testimonials) (READ TESTIMONIAL) “My wife and I bought our first starter set of Cutco knives 43

years ago and we have used them every day since then and couldn't be happier. Recently we sent some of our knives to get sharpened for the first time in 43 years. We have bought some of the newer knives and they are as well made as our starter set. One knife and our scissors were replaced free of charge when we broke them. The Guarantee is wonderful and the company stands beside it 100 percent! The knives make great gifts. Can't say enough about them.” (READ TESTIMONIAL) “My Cutco knives are lifesavers; they are always reliable, do the job, and when something goes wrong, Cutco fixes it. My sister broke a handle on her paring knife - I told her to ship it back for repair and she was absolutely amazed that it came back fully repaired at no cost to her.”

Now if the knife is damaged, whether its chipped, cracked, broken or whatever, they

will either fix it or replace it. Most of the time it is easier and cheaper to replace it than it is to fix or refurbish it. So a customer will get a brand new one

A lot of the times customers will send their set back to be resharpened or touched up and they will get sent back a brand new set.

Forever Sharpness read section then testimonials) Usually a 2 week turn around. On the bottom there are

directions on how to send their knives back. They go to the website, click the link. Its really easy.

(Show examples of knives that have been sent back for resharpened and old cutco) How cool is that for someone to have a product for 10, 20, 50, 60 years and they can

send it back to get it refurbished or fixed for free? You guys like that? (TESTIMONIAL) We've owned Cutco knives for 10 years. We use the table knives

every day. They have always been sharp. The forever-sharp guarantee is terrific. We've sent them back to Cutco twice for sharpening because of the daily use, and they have sharpened or replaced them each time. We only pay for shipping. We miss our knives when they are out being sharpened!

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Mis-use and Abuse (Read section) That's if they try to break it. I always look over to the husband and say “Mrs. Jones or

your spouse (stare at husband/head nod to MR.Jones) ever destroy it… Now when they send it back, even if they do something really stupid, like using it as

throwing knives in the back yard, opening a paint can, tightening the screws on the fridge door. Is the company really going to know? No… most times, even if they do something really dumb with their CUTCO, they are just going to send it in and tell them they were cutting a tomato and it snapped….

Of course the company is going to replace it for free. Personally I have never seen this part of the guarantee upheld.

Here is the thing, we are all through word of mouth and referrals, we want happy customers. CUTCO has the #1 service rating in the kitchen industry. Its because we take care of our customers.

We never have unhappy customers (TESTIMONIAL) I bought Cutco Cutlery knives in the 1950’s. They will replace any

knife you return without question or charge. My set has been completely replaced several times during the 45 years I’ve enjoyed this wonderful product. When my house was burned, I called to reorder and they replaced all my knives at half the price. Wow! –Evelyn Norris

15 Day Trial / "Spousal Guarantee” (Read section) Now when you are seeing just Mrs. Jones and Mr Jones isn’t there. What is Mr. Jones

value (use hands vs price, its low) Its below the price. Why? Because Mr. Jones hasn't seen it yet. Where is Mrs. Jones value (high)

So Mrs. Jones says CUTCO is really cheap but Mr. Jones says CUTCO is really expensive.

If she waits and asks him later to buy it, what is he going to say? No, because he just doesn't get it.

So we use the 15 day trail to make sure the Husband loves it. Once he uses it, of course he wants to keep it, he will fall in love with it.

This is caused the “spousal guarantee”

How awesome is the guarantee? Any questions?

Role play 4 times with partner. Twice each.

Pay & Advancement (pg ___)All right, so now I want to talk about income and I want to talk about pay.I want to talk about base pay first then I will talk about commission pay. If you have any questions, let me talk about both first and if you have any at the end I can answer them then.

Base pay

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Now most of you, will never need the base pay. Most of you will never need the base pay because the majority of you will make more money on commissions even on your first pay check when you are at 10, 15%. The reason that happens is because if you just have average results, you make more on the commissions then on base pay. So even if you are just doing ok, you will probably make more on commissions. But it’s important to have the base pay because some people get off to a slower start. Also you might have a crappy week once in awhile. So it’s still important you guys understand how it works. Like I said most of you probably won’t need it.

So the base pay is $____ /apt. An appointment takes about an hour, sometimes more sometimes less. Your first weekend will most likely take a little bit longer because you are seeing people that you know, they want to catch up and hang out for a little bit. They will want to feed you and pinch your cheeks and tell you how cute you look. So your presentation might take a little longer your first week or two. But a normal presentation takes about an hour. Lets say someone already owns CUTCO and they already know what they want, it may take you 20 to 30 minutes to write up the order and that’s a presentation too.

So the base pay cycle goes from Tuesday to Monday (pay cycle). So all the demos you do up to Monday at midnight count for that week’s pay cycle and on Tuesday it refreshes and starts over. Lets say during that cycle you did 10 appointments

(Example on slide) 10 x $_____ = ______

Lets say you did 20 appointments in that week 20 x $_____ = ______

So that is the base, you can’t make any less and you are guaranteed that. Now I have never had a rep in my entire career do 10 appointments and sell nothing. It’s impossible because CUTCO is so good that people are going to buy. Have I had reps try to tell me they have done those? (Rhetorical) Yes… I have had reps come on by and say I have done this many appointments and had no sales. It’s really easy to figure out when someone is lying. If someone actually did 10 appointments and just reads the manual. They will sell CUTCO.

So in order for someone to qualify for base pay, the person they are showing must be over 30, they must be working full time (either husband or wife) or retired by choice and 1 on 1 presentations, no group demos. The reason why we never do group demos is

1. It’s uncomfortable for the rep to deal with so many different types of people and personalities. Imagine doing a demo for your mom and her friends while they are all chatting. It’s impossible to do a presentation that way. Also the sale usually turns out to be small because people usually don’t like to spend a lot of money in front of their friends. Most people aren’t showy like that. So it really limits your sale potential and it’s really hard to ask for recommendations in a group.

2. People base decisions based on emotions. For example if you were showing 3 people, one really wants it, one doesn’t and one is on the fence. If the person who doesn’t want it says no first, it will influence the person who is on the fence making her say no and when the person who wants it in the first place sees 2 of her friends not want it, its going to make her not want it.

3. We rather pay you for 3 demos instead of one.

Now you can make commissions off any order you submit. For example, lets say your buddy (who is not a qualified customer) wants to buy from you for some gifts like a fisherman’s

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solution for his dad’s birthday. Of course you can get commission off any sales you write up but it doesn’t count for your base pay.

Now our representatives get whichever is higher for the week. The base pay or commissions. So like I said our reps cant make less than $_____ x the number of appointments they do.Example. So lets say a rep does 10 demos, they are guaranteed how much? ______

But on commissions they only made $90. The rep still gets paid the $90 dollars off the commissions but the rep cannot make less than $______. So what the company does is just add the extra $______ to their pay check that week so they make the base pay of $______.

But let say the next week the rep does the same 10 demos and is guaranteed another $______. But this week they made $400 dollars off the commissions. Which do you think the rep would rather keep? So if the rep makes more then the base pay, the company doesn’t owe anything because they already made more than the base.

The base is the safety net. Most reps make more then the base but if you ever dip below it for the week, then the base just picks you up and you can’t make less than $______ per appointment. So this way you are NEVER pressuring your customers into buying.

Commissions (pg )So lets talk about commissions. There is a chart on page ___. On this chart it says sales volume, commission level, income for level and the cumulative income for how much you have made total.

So when you first start, you are at 10% from $0 to 1000 in sales. Once you hit 1000 in sales, you are bumped up to your next promotion. But up until that point, you are at 10%. So once you have sold 1000 in CUTCO, how much have you made in income? $100. Who wants to make at least $100 this weekend?

To make $100 how much do you have to sell? $1000 Now majority of our reps hit their first promotion their first weekend. Some of you won’t which is fine, some just get off to a slower start and some of you

have busy weekends and have a lot of other stuff going on. To break that down with average numbers. (SHOW NUMBERS ON THE WHITE

BOARD) Order size of $250 is 4 sales, which is about 6 or 7 presentations. Some of you might have a bunch of small orders of $100 that may add up. Which is

fine too. Its also possible it may take you 1 demo to hit your first promotion. But 6 to 7 is the

average. So if you wanted to hit your first promotion this weekend. You have to complete at least

6 or 7 appointments in order to hit your first promotion. But like I said it may take someone 2 or 3 demos to hit it, and if that is the case and

they still did 6 appointments, you can just blame me for making more money Now do you think people might cancel or reschedule on you? Yea, of course, life gets

busy and it happens. So if you wanted to do 6 or 7 appointments this weekend, you want to give yourself a

little safety net of 8 or 9 appointments just in case.

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So once you hit 1000 in sales, you get bumped up to 15%. Now once you hit 4000 in sales you get your second promotion and would have made $550 in income.

4000/250 = 16 /.60 = 26 appointments for an average rep to hit this level Now if you were going to do this over the course of your first 10 days during your fast

start, that’s like 2 and a half demos a day. So you might do 2 a few days and 3 on some others.

So if you did 2 to 3 demos a day for the next 10 days, you will make $550 in income and be at your 20% promotion

Now like I said you might have better results as we are just using company averages for this example. But like I said, we are the #____ Office/District so our averages are better so don’t be surprised if you hit these levels quicker but we are going to be conservative and use the averages.

Now is there any other job out there that you can get promoted twice on your first week on the job? No…

Now some of you might have higher numbers and hit this level your 1st weekend. And if that is you, it will probably take you about 9 to 10 demos this weekend IF you showed your best and top customers first. So if you do set yourself up the right way you have a good shot of hitting your second promotion your first weekend. (give example – Will Gill did 15 appointments first weekend, 12 sales, 5500 CPO, made 800 dollars.)

If not, not a big deal just have a positive attitude and a strong work ethic and you will eventually get there

So now when you hit 7500 in sales. You would have made $1250 in cumulative income and now you hit your 25% promotion

Based on averages it takes 50 appointments. If you wanted to hit that during your fast start, that is 5 demos a day. Lets say you have a busy schedule or another job and don’t have as much time to do

appointments. And let say you wanted to make $1250 this month. Would you say $1250 a month pretty good for a part time job? Yes

So lets say you work 4 to 5 days a week. So that would only be about 2 to 3 appointments/day over a course of a month if you worked 4 to 5 days a week. So if you did about 10 to 13 appointments a week for your first month, you would hit your first promotion within a month and make $1250 in income. So if you have a busy schedule and still feel you can do about 10 to 13 appointments a week, then you will make $1250 within a month. Does that sound pretty good?

So it’s just a numbers game. Not really a trick to selling CUTCO. Just cut food and smile and people are going to buy this stuff. Its all about appointments, if you do a lot of appointments you are going to sell a lot of CUTCO.

Now when you hit $12,000 in sales, you would have made $2375 in income and hit 30% promotion.

Based on averages it takes about 70 to 80 appointments to hit this level. Now you have heard about the reps in our office like (insert names of local 12k+ FS

examples) who hit these levels in their first 10 days – For Example someone like Skylar Hutchins, Patrick Temple or David Peris.

Now you can sell that by not doing 70 to 80 appointments for a couple of reasons. First of all, if you are doing a lot of presentations in a short amount of time, you are learning the presentation better. You are learning that much quicker and your skill set

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increases. When you do a lot of appointments your averages are always higher because you are getting better more quickly.

The other reason they hit this level with fewer presentation is they show their BEST customers first. If you show your best customers first you are going to have big sales and high averages. –insert local example-(Will Gill (38 demos) in his start to hit this level. He didn’t do a lot of appointments to hit this level but she showed her BEST customers right away and had some big sales. (Give other examples, can be of current fast starters and their progress)

So if you set yourself up the right way, you can have better than average results.

So now we have a bonus program where when a rep hits 24000 in sales, they get a bonus check every month. So how it works is reps must sell at least 4500 within the month which is about 1125/week which is about 4 and a half sales so about 7 appointments a week. The reason why it is so low to hit the bonus is because with students that work during the school year are still able to squeeze in 7 appointments a week and qualify for the monthly bonus check.

So when they hit 24,000 in sales. They now make 35%. So they would still make 30% weekly and at the end of the month, as long as they hit their bonus they get an extra 5% check of everything they sold that month.

When they hit 36,000 in sales, they jump up to 40% and have now earned their first $10,000 with Vector.

And my favorite level at 180,000 is what we call a FSM, which stands for Field Sales Manager or what I like to call SUPER FREAKING SWEET MONEY. Because at this level our reps make 50%. So they are making half baby half. So they are still getting their weekly 30% checks but at the end of the month, they get an additional check of 20% of everything they sold that month. This is a great place to be and pretty cool to take your order and divide it in 2 and say I just made this much on my demo. So for example, if you had an average order size of $250, and you’re FSM, how much did you make? (125) The only reason someone doesn’t hit FSM is because they give up too soon. All of you can get there. So just to break it down

Obviously the harder you work, the more appointments you do, the faster you hit the different levels.

But lets say you work at another job like at the Mall and they paid you $12 an hour. How much is your raise most likely going to be in a year from now? Dollar? Maybe Two if your lucky. So in one year you went from $12 to $13 maybe $14. Exciting right? Not really….

In vector, you can go from making $25 dollars on per average sale to making $100 on that average sale.

Even if it took you a year to get there, you are making a significant amount more. The harder you work, the faster you are going to get promoted. So you can basically

promote yourself. So for Shayla Wey, her first summer, she did this job extremely part time around 2

other jobs and made about $2,200. Her second summer she made over $20000 because she was a FSM now. So it took her just over a year around full time university to hit FSM but in 1 year, she went from 10% to 40%. So I do encourage you to get to this level as soon as possible.

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And to help you do that, we have our Rising Star & Keystaff like I mentioned earlier which is like the fast track to 35% and Monthly Bonus’. Keystaff are the leaders on our team and the idea is that when you are learning more information, you can’t help but to earn more. So when someone like ______ who is over _____ in sales or ______ or ______ who are over 700 000 in sales or some of our top reps run these meetings and give you some tips, you can’t help but to get better. So this is an advance placement in Vector and is really prestigious to be apart of.

Promote your District and Opportunity for Summer 2015

Training ListTHE BEST PROSPECTS ARE HOMEOWNERS OVER 30 YEARS OLD

Why is it important to show your best customers first?o Sales momentum – Self confidence, incomeo Recommendations – Birds of a feather flock together

Let’s pretend for a moment that you are opening a furniture store, of course you would have a grand opening. Who would you invite to your grand opening?

Everyone (some buy and some would recommend)

Well, your furniture store is your sample kit. And this weekend is your grand opening.Open your manual to the training list on page ____What we are going to do is get started on your initial training list.

What I am going to do is name a whole bunch of different categories. After I name a category, I want you to write down as many names as you can in that specific category.

This is your list. You aren’t giving it to me. Write down the names as you know them. If they have a nickname or you refer to them as “the Johnson’s” write that.

If you don’t know a lot of people in a certain category, don’t be the lame guy or girl who starts complaining about it. Don’t ruin it for everyone else. Just sit quietly until I get to the next category.

Write down everybody you know in the category, even if you are nervous to see them. The more people you have on your list, the more selective you can be. Do you think you might be more comfortable with the job in a few weeks? Of course. People who make you nervous now, won’t when you get more confident. If you don’t know the name of friends parents who fit in the category just write “Tim’s parents”

Ok, lets get started, here is the first category (2-3 minutes each category)

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1) Family – Grandparents, immediate family, Aunts/Uncles, 2nd cousins, parents aunt/uncles, family reunions.

2) Family Friends – Mom and Dad’s friends. People who come over for dinners, parents go to parties with. See at reunions. People they sit with at your sporting events/plays/recitals etc.

3) Neighbors- Next door, across the street, old neighbors’, people in the community4) Church/Synagogue/temple – some reps will use a church directory.5) People your parents’ work with. Current and former jobs6) Friend’s parents. Take out your cell phone. Don’t check texts. Go A-Z through all the

names. Even if it’s been a while put them down. As I go to the next category if you are still writing, keep going and move on the next category when you’re done.

7) Teachers – HS, College, Junior High, advisors, councilors, principles.8) Coaches – current and past teams or clubs9) Friends or bosses from previous jobs10) Siblings friends parents11)GF/BF family – current and former12)Family Dr, dentist, lawyer, ortho, hairstylist, realtor, insurance agent.

That’s great! Basically, what you just did is give me recommendations , that’s how easy it is!

By the way will people you know buy just because they know you? No. It isn’t a low priced empathy item like girl scout cookies and they know you get paid if they buy or not. So there isn’t that same need to buy. Which makes it great when they do, because you know they like the product.

HO W TO GET MORE NAMES O N LIST - MOST IMPORTANT ASSIGNMENT YOU’LL EVER DO IN THIS JOB

o MOST SERIOUS I’LL EVER BE IN TRAINING- IF YOU DON’T PUT IN THE EFFORT, YOU WONT SUCCEED AT THE

LEVEL YOU ARE CAPABLE OF. I WONT APOLOGIZE.o PUT IN THE EFFORT SKY IS THE LIMIT

- Cell Phone- Mom/Dad Address Book: Don’t freak them out!

o Need names/ numbers for assignment. You’ll ask them first before youcall anyone from that list. -

Facebook- High School year book- Directories: Church/Synagoge, Neighborhood, Country Club - Grad party list- Sports rosters- Whitepages.com- Out of Towners- Phone demos!

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ASSIGN M ENT: CONT INU E YOUR LIST / EXHAUST YOUR RESOUR C ES

- Some of you have more resources than others - Max out whatever you have available to you- 10%: Small resources. No big deal. Examples of top reps with limited

contacts. “_______ started with only 2 contacts and is now…”o Just have to be more patient… but it will build

Some of you don’t have a lot of contacts. Don’t freak out. Maybe you don’t have many friends – that’s ok, we are a family here and you will make new friends.:) (Craig example.)

- 80%: Decent amount. 50-100 qualified contacts. Normal / Average.Most of you have a decent amount of contacts – shoot to double the list you came up with today.

- 10%: (High school seniors / college freshman generally): 100-200+ is normalo I would be very surprised if someone from the area who is 17-19 had

fewer than 100 names and numbers.o Office record is: _____

Some of you have a ton of contacts. Your parents are social butterflies, you have big families, and you went to a big high school. Try to come in with 100+. We have reps who come in with 2-300+ contacts

- All about exhausting the resources you do have - Performance vs results

o Rather see someone from a small town work their butt off to get 50than someone who graduated from a huge high school only get 75.

o This is the Effort that creates a foundation for success long termo This is the first test of work ethic and attitude towards successo What you do outside of training impresses me more than what you do

inside- What if the effort you put in tonight sets you on a…

o Path towards financial success and security for 3-5 yearso Never stress about money ever again?o 2-3 hours of effort tonight…o We will be checking assignments tomorrow

PHONE NUMBE R S - All about phone numbers!!!- Put in the work tonight. You have to get those numbers anyway- We’ll be phoning at the office tomorrow during training and you don’t want to

be the only one without your numbers- Write them all down… don’t rely on phone… in case your cell phone dies! - Address book / Mom + Dad’s friends– write the numbers down

o Don’t just say “I have them at home”

- 75% of the phone numbe r s of your total list is normal / expected o 200 names = 150 numbers o

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100 names = 75 numberso 50 names = 35 numberso 30 names = 20-25 numbers (minimum)

- Don’t come in tomorrow with a bunch of names and no numberso That wont impress me / That doesn’t do you any good

CALL FRIENDS GET PA R ENTS’ NU MBERS - Why? Saves you time later

o Don’t want to take 2 steps to call them once you’re ready - If you are close with them: Text message

o Hey I need your moms # I have a quick question. - Not that close: Give them a call to get that phone #.

o If your friends give you a hard time about giving their parents numbersthey aren’t really your friend in the first place -don’t be too concerned. o Contest tomorrow for amount of names with numbers

(comfy chair or peeler)

HO W M ANY NA M ES S HOULD YOU HAVE ? - 3 Times the # of demos you would like to complete in your fast start

o 10 in fast start = 30 names and numbers (MINIMUM) o 20 in fast start = 60 names and numbers (AVERAGE) o 30 in fast start = 90-100 names and numbers (GOOD)o 40-50 in fast start = 150+ names and numbers (CHAMPION

DAY ONE SEND-OFF:

Okay, everyone turn to page 35 in your manual for assignments.(Remind them how important it is to get all the assignments done)1) Expand your names list and bring 75% of numbers

a. Here’s the deal: I’m not a teacher. This isn’t school. I don’t give assignments as busy work. This assignment is the most important activity you will ever do in this job. It may take you a few hours tonight or tomorrow morning. Go the extra mile. What’s the average? Most of you should be able to get right around 100 names, most of those with numbers. Some of you I know are naturally overachievers and you go above and beyond in everything you do. So you’ll probably have a lot more. Some of you aren’t from the area. Don’t freak out – if you don’t know a lot of people here, you’ll do a lot of virtual demonstrations as you build your base in the area. So you will also come with around 100 names and numbers.

2) Review the parts of the presentation we covered today. 3) Bring in two types of food. One to snack on not enough time to go get a lot. Two to cut,

Like carrots, bread, cheese, tomato, apply, celery (get volunteers)4) Make sure to eat before training tomorrow!6) Bring Pennies

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7) Bring your SIN # and Direct Deposit Info (void check or form from bank)8) Arrive Vector Time (15 minutes early)-review what time we start9) Call for PDI (anytime between 8:00 - 9:00am)

SEND OFF:I remember going home and my parents still weren’t too excited for me.I remember telling them to give me two weeks, and if I stunk, I would go find a job that they wanted me to get.

Just try it out and see. If you love the job, keep doing it. If you don’t love it, find another job! At least work hard for your fast start and give yourself a good opportunity to succeed.

If the demo feels kind of fuzzy, don’t worry, it is supposed to. We just touched on it today; we will go over it again in the next couple of days. If you feel like you have a grip on it, you are way ahead of the game. Don’t practice on anyone or sell the product.

Leave this weekend open as much as possible and make sure you get those assignments done.

How do you guys think today went? Of the 3 days which do you think is the hardest? First one. Tomorrows going to be great.

So what we are going to do now is start role-playing and I will walk you out one at a time b/c I want to talk to you all separately. If I take your partner just join up with another group.

Walking People Out Have reps you keep after set up the room the way you need it for the interview. That will

keep them busy. Shake reps hands at last door of building where you can see the parking lot.

Establish eye contact and ask the following questions.

How did you like training today? What’s your names list goal?

They will say a high number so your response is:

Go for that number but get to at least 100. That’ll be a big win and we’ll celebrate tomorrow. Call me if you need anything. See you tomorrow at ______. (15 minutes before training)

Always have key reps stop by the office to help you walk people out.

DAY 1 HOLDBACK(After Training – 30-40% of group) (10 min)

- Do you know why I had you stay after?

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- We have a big team and I can only 100% focus on my top people...- I have to choose the leaders who I know have the attitude and work ethic to be great- You are the leaders of the group: Great attitude, energy, roll playing- Huge potential for a big Fast Start and Key

“What did you like about training today?” Go around room and have everyone answer

I have a lot of experience in training top reps and producing big results Name drop top fast starters and past success I know what it takes to hit achieve high sales levels

Here is my commitment to you... I will give you everything I have All my attention, energy, eye contact, and focus Tomorrow is all about you

So here’s what I need from you... Be a leader Get involved CRUSH YOUR NAMES LIST ASSIGNMENT: 100? 150? 200? Bring LOTS OF FOOD TOMORROW TO CUT!

Get first 3 easy demos set (mom/dad, grandma, aunt/uncle, bff parents) If you have some of your best and easiest customers already prepared to see your

demo, you can set your first few appointments tonight I will teach you the phone approach tomorrow, but for these Easiest and Best

customers, you probably don’t need an approach. So don’t call anyone who doesn’t know about your new job yet

o I don’t want you to sound weird! o Parents, Grandparents, best friend’s parents

For Timing: We always schedule 2 hours apart, no matter what! o First demo slot is at ___ right after trainingo Then every two hourso Only schedule for the weekend – nothing past Sunday

Make sure they are one of your BEST 5 Customers o People who will probably buy no matter what

Build your confidence / excitement / enthusiasm o o You want to make sure your first demo is a guaranteed sale

You’ll feel like a million bucks

Invite to Day 2 Breakfast This is an invitation, not an obligation, but a very strong invitation Come early to training, 45 minutes early instead of 15. Breakfast (muffins)on me! Please Prepare for tomorrow:

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o What is your #1 motivation in Cutco?o What is something most people don’t know about you? (Don’t have to get too

personal!)o What is the one thing you are most proud of?

Hand Out Blue Books-Let them know they can take a book home with them if they want to tonight-Need to bring it back tomorrow

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