welcome to graduation day fill out sales rep agreement (rep # is on top left) fill out day 3 sign in...

WELCOME TO GRADUATION DAY

• Fill out Sales Rep Agreement (rep # is on top left)

• Fill out Day 3 Sign In Sheet• Come see me with those forms, your

schedule & sample deposit• Role Play pages 8 to 12

WRAP UP DAY

• Success is a choice• Success is not up to your

circumstances• “Life is 10% of what happens to you

and 90% of how you respond to it”• Keys to success– Positive Attitude– Strong Work Ethic

SUCCESS IS A CHOICE

Two ways to do this jobShow CUTCO or SELL CUTCO

1)Showing CUTCO– $10,000 (in income)/$19 appt = 527

appts

2)Selling CUTCO– $35,000 (in sales)/ave sale $250 = 140

sales@60% closing ratio = 234 appts

CONTRACT REVIEW

• Both base pay & incentive pay is called “commission”

• Direct Deposit vs mailed cheque• 25+ (we want you to make sales)• Housewives are OK – make sure

husband has a job• 1 on 1 is better for you – more $$$• Qualified Presentation Report (QPR)

Due MON

CONTRACT REVIEW

Example:$5000 Earned - $2000 deductible = $3000 taxable income

Tax Tips:1) Save ALL business receipts (need records)2) When you reach $7500 in sales – start to save 10% off every cheque in a separate account

5 KEYS TO ACHIEVING A $10K FAST START

1) Plan Your Time Wisely2) Memorize your Close (p. 8&9) and

Reco Approach (p. 15).3) Hard work ALWAYS pays off4) Communicate all the time with your

managers5) NEVER give up

EXTRA DAY FAST START PHONE JAM!

• 3 or more demos set up gets an extra day in your FAST START!

• 11 DAYS INSTEAD OF 10!

RECOMMENDATIONS

Customer Recommendations = Demos = Sales = INCOME!

What is the #1 goal on each presentation?What is the #2 Goal?

Why do customers give us recommendations?

RECOMMENDATIONS

How many reco’s do we average per appt?

Example: 10 Practice Appointmentsx 2 Recommendations 20x 2 40x 2 80

RECOMMENDATIONS

Three Step Process:1.) Ask for Recommendations

Customers Name Customers #

F RIENDSR ELATIVESA SSOCIATESN EIGHBOURSK ID’S FRIENDS PARENTS

D AY TIME PEOPLE

FRANK

D

ROLE PLAY – STEP 1 ONLY

• Use your manual (eye contact will improve as you go)

• 3 TIMES EACH, but get through more if possible

• You may use the restroom or get water if you need to, but see how close to memorizing you can get it before we’re done

RECOMMENDATIONS

Three Step Process:1)Ask for recommendations2)Get Immediate Yes’s


10 Yes’s=

7 Appts=

4 Salesx 250

1000 cpox 20%

/ 10 yes’s$20/yes

Yes’s=

Appts=

Sales=

$$$

ROLE PLAY – STEP 2 ONLY




RECOMMENDATIONS

Three Step Process:1)Ask for Recommendations2)Get Immediate Yes’s3)Qualify Names & Schedule a Follow up Time


Tim RigginsEd MurphySophia ScottMat SaracenJulie TaylorLyla Garrity

friend

friend

Co-worker

Co-worker

neighbourneighbour

278-3596

278-8855

604-4564236-3679567-5688345-1234

Citadel

Downtown

Hamptons

Hamptons

Acadia

Auburn Bay

Y

NY

NY

Y

WHWHWW

EE

D

DED

ROLE PLAY – ALL 3 STEPS




FINAL TIPS

• Memorize approach by AT#1 at the latest

• Break eye contact after Step#1• Give them though joggers• Min 2 yes’s = peeler or 10 leads (names

& #’s)• Suggest an address book or cell phone• Schedule a follow up time within 24-48

hrs• Put their copy on the fridge

ROLE PLAY – ALL 3 STEPS




BREAK

• When you come back:– Easy Money Contest– Order Writing

EASY MONEY CONTEST• We’re looking to build our team with the

BEST people• 2% of their first 2 years if accepted• Write down as many as you can

(whole cell phone is ok, even if you don’t know them too well)

• Star your top people

CONTEST ANNOUNCEMENT!!!40 names & numbers = Double Credit for 1 day this

weekend70 names & numbers = Double credit ALL WEEKEND

TOP 2 people over 100 gets a Leather Packette!

PRICE LIST

Write your first and last nameRep # (top left of your contract)

Office #1599

Office Phone Number: 403 243 4236Address: #208-1615 10th ave SW

LegendC = ClassicW= Pearl WhiteR = Cherry Oak BlockB = Don’t worry about it until AT#1 =)

No Tbl Knives

No Tbl Knives

ALL STARTER SETS AREON THIS PAGE!

9 in Blue Book

4 PC PLACE SETTING1 Teaspoon1 Soupspoon 1 Salad Fork1 Dinner Fork

5 PC PLACE SETTING1 Teaspoon1 Soupspoon 1 Salad Fork1 Dinner Fork1 Table Knife

Thermo Resin

Only come in Black

Rubber Handle

Block or TrayNO KNIVES!

Gift Box ONLYNO KNIVES!

Regular Shipping = 2 to 4 weeks

Express Shipping = 3 to 4 Business Days

ORDER WRITING #1

02 02 12 1599 301…….. Taylor Dave

ORDER WRITING #1111

Homemaker +8Kitchen ToolsVegetable Peeler

2018C1718C1501

XX

1295 00x 00

101305 00

00 0065 25

1370 25274 05274 05

274 05274 05

274 05

x

ROUND UPFOR CHILDREN’SWISH FOUNDATION

HOW TO CALCULATE CPO

CPO = Commission Paid OnFinal CPO = CPO – (Points given away for FREE)

Example 11250 – 180 pts TOTAL = 1070 FINAL CPO

Kitchen Tools (155pts)Peeler (25pts)

Points CPO180 1070

ORDER WRITING #1

Points CPO180 1070

180 1070

ORDER WRITING #21111

11

1

Trimmer2 ¾” Paring KnifeSpatula SpreaderPetite CarverPetite ChefSuper Shears

5pc. Knife & Fork TrayVegetable Peeler

XXX

1720C

1729C

1721C

1768C

1728C77C

15011742

1

450 00x 00

00450 00

0 0022 50

472 50236 25236 25

Shears = 85 pts5 pc Knife&Fork Tray = 20 ptsPeeler = 25 pts

CPO – Points = FINAL CPO410 – 130 = 280

Points CPO130 280

ORDER WRITING #3

• Essentials + 5• Shears FREE• White Handles• EXPRESS SHIPPING• Cheque 1-Pay• Alberta Tax

QUOTING PRICES

At the end of the demo, one of two things will happen:

1)They say “I’ll take it!”2)They say “It’s a little too much”

THREE TYPES OF REPS

1) Sells Homemakers or nothing

2) Sells only pieces

3) Sells Homemakers, Galleys, Starts and Pieces

“CLOSE” DVD

INVESTMENT OPTIONS

• ALWAYS write out on paper• Bring a notebook/spare paper to

demos• A confused customer will ALWAYS

say NO• Always remember to AFTO

afterwards

ROLE PLAY – INV. OPTIONS


• WRITE OUT INVESTMENT OPTIONS• Say YES to touchdown first time• Say NO to touchdown and YES to

Galley+6 2nd Time

3 KEYS TO MAKING A SALE

1. Show PROSPECTS not SUSPECTS

2. Follow the Manual$$$ Phone Call p.21$$$ Close p. 8&9$$$ Recommendations p. 15

3. A.F.T.O.(ask for the order)

FULL DEMO REVIEW

Follow along with your manualBe ready to write some notes

Where do you park?Where do you sit?

Where do you put your samples?When do you bring out your knives?

Use your training manual How do you hand the customers the

knives?Review accessories

REGULAR OFFICE SCHEDULE• PDI – Personal Daily Interaction

– MOST IMPORTANT part of the job– PDI is showing up for work– Easiest way to get GOOD really FAST

• Advanced Training– Teach you how to get GOOD– AT#1 – Secret Weapon, have p.15 memorized– AT#2 – Bring all materials with you

• Team Meetings– Best part about the job– Promotions, learn helpful skills, meet the team,

TEAM NIGHTS, recognition! – Arrive Vector Time (15 minutes early)

REGULAR OFFICE SCHEDULE• Field Training

– Go and watch another rep do a presentation• Personal Consultation (PC)

– 1 on 1 personal coaching• Division Meeting

– Meeting with local offices, advanced learning, competition for trophies

• Conferences– Biggest events of the year, 100 to 150 people. Learn from

the best reps & managers across the country. HUGE competition for trophies

• Team Activities– BBQs, movies nights, basketball/volleyball games, going

out to eat, make sure you PDI and listen at team meetings for details

ASSIGNMENTS

1. Make your first sale2. Set up more appointments (2 after

AT1)3. Study (p.8 & 9 and p.15)4. Check in after EVERY DEMO with

your team leader5. Bring all materials to AT1

ANNOUNCEMENTS

1) CONTESTFirst set sale wins a PRIZE!Most yes’s from one appointment wins a Peeler

2) SPECIALSHomemaker Special – Free K. Tools AND Shears

SUCCESS TIPS1) THINK BIG2) Set Goals

3) Get help/learn from mistakes4) Five minute rule

5) Don’t give up6) Positive Expectancy

welcome to graduation day fill out sales rep agreement (rep # is on top left) fill out day 3 sign in...

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