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NJ Legacy Division

Established 2020 | Work In Progress

ADVANCED TRAINING

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MAKE CALLS / WORK ON GETTING #’S / JOT DOWN QUESTIONS UNTIL WE START!

#CoolKidsSellKnives

WELCOME TO

ADVANCED TRAINING

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SHARE YOUR

TAKEAWAYS

#CoolKidsSellKnives

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AGENDA

TODAY

Go through some things to help you improve
Sales and closing tips
Learn how to handle objections & ask valuable questions
Get you more numbers & people to call
Teach approach for calling people you’re not as close to
Review ways to get more referrals
Help you get more demos

#CoolKidsSellKnives

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3 Key Result Areas to your Cutco Business

Phoning
Closing
Recs

#CoolKidsSellKnives

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HOT NEWS

#CoolKidsSellKnives

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AGENDA TODAY

1-7pm

Melanie James - $213
Maya Hutchinson - $237
Luis Placido - $270
Malachi Mills - $329
Calen Allicock - $814
Bryce Pallathumadom - $957

SALES ON THE BOARD

#CoolKidsSellKnives

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AGENDA TODAY

1-7pm

Andrew Roque - $1,088
Sophia Espinal - $1,991
Keith Osae-Twum - $2,441

OVER $1,000 SO FAR

#CoolKidsSellKnives

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FOCUS ON IMPROVING

SLIDESMANIA.COM

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SOME WAYS TO IMPROVE

Audios / Videos - NJLegacyRep.com
Cutco.com
Record your demos
Field train
GroupMe / The Team
Better PDI / Your Managers

No matter where you are, you're doing exactly what you’re supposed to.
My opinion on your ability to be successful does not change based on your first weekend.
Nobody sits through training for 3 days to do 3-5 appointments... You do it so that you can build a long term skill set.
We haven't even taught you how to sell Cutco yet, just click through the presentation.
Today we are going to teach you how to sell Cutco
There are going to be things we teach you today that you are going to wish you knew this weekend... but you needed to go out and gain experience so that you knew how to implement these things at a high level

Sometimes the best lesson to REALLY learn things is pain
We want to teach you all the basics in training. We want you to go out and implement those.
There are going to be times where you make mistakes and you’re going to learn to implement them, but you’ll remember those lessons WAY more

Ways To Improve

I am a firm believer that we should constantly be looking to get better
If you’re growing you’re dying.

One of the things you can use to improve is using your resources

NJLegacyRep.com

Make this website your best friend - there is so much info on here for you
Videos on website. We are working on getting this better. Click on learn and there are videos on a bunch of things there that are really valuable you can use. Names list builder, text message templates

Cutco.com

Not going to walk through it right now but Cutco.com is a great tool also
You can go through each of the pieces and they have description and videos of them on there

Record Demos

Recording your demos is one of the most valuable things you can do to grow yourself
I started this a few years ago if they have 3 no sales you need to record it to get base pay
Christian Gladish - He is a DECA student, sharp kid, did sales events with mock sales. He was 1 for like 9 his first weekend and only sold a table knife. “Oh did they already have them?”

THEY DIDN’T. Imagine what a sad life that is. They’re going to have to pass around a singular table knife to cut up their food at the table.

Audio record your next demo and send it to me because I didn’t know what it was that he needed help with
Most recs he got out of first 9/10 demos was 6 referrals and biggest sale was table knife
Goes and does his next demo its like 5 pm and calls after he is done he sold a buy 3 get 1 free 8-9 recs
Couple hours later at like 730/8 hey did you listen to the recording. “I plan on listening to it tomorrow”
He said he listened to the demo and thought he could do better so he records next one and sold essentials +5 10 recs uploads recording
Called again in the morning and asked if we listened to recording. Homie +8 12 recs
Didn’t listen to his recordings because we didn't need to.
Listening to them himself he know he could do better.
Forced him to use approach and how much better he was when doing it and he listened to himself to hear things he can do better.
Or you could even watch someone do a demo

Your Team / GroupMe

I want to preface that it is so important for you to ask positive questions
Only post positive updates and questions in the groupme.
Never complain in the GroupMe and it is not meant for larger things but little questions, ideas, tips ect are great
Don’t ask “oh why is everyone canceling on me” VS “What can I do to make sure I get less cancellations on my demo?”
The unique thing about Cutco is everyone wants to share

You doing better only makes other people want to do better.
We don’t hide things or have any secrets to success. We share them.

Better PDI / Your Manager

#1 tool for growth = manager
ASK YOURSELF: Did you communicate enough? If not, write this down: communicate more.
Your manager's 1 job is to coach you.

Example of strong PDI vs Weak

NEW REP PDI:

“I just did a demo.”
Ok! How’d it go?
“Ok”
Ok! What did they get?
“Nothing”
“Oh, what did they say? Who was it with?

We’re not going to yell at you because you’re not doing anything wrong.
You just have an area of opportunity to improve.
If you went into every PDI conversation looking for ways to improve, imagine what your demos could look like?

Pick example of someone doing a great job communicating

Examples of slow starts

The thing that matters THE LEAST is how you start.
LJ Diccoio

He placed an order on almost every demo, but only like a vegetable peeler on each one. His average order was so low. After advanced training he has a 4k day: 2 homies, a galley, and an essentials +5

Joey

He had NO CLUE what he was doing when he started.
He had a slow start but he had a strong work ethic. He ended up becoming the #4 rep in the nation last summer, earning a scholarship and selling over 70k

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Be A Team Builder

SLIDESMANIA.COM

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5 Reasons People Want To Be Team Builders

Recognition & Scholarship Opportunities
Prizes
Resume Experience
Advancement Opportunities
Building Something Bigger Than Yourself

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5 Reasons People Want To Be Team Builders

Recognition & Scholarship Opportunities
Prizes

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SUMMER INCENTIVE TRIP VIDEO…

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5 Reasons People Want To Be Team Builders

Recognition & Scholarship Opportunities
Prizes
Resume Experience
Advancement Opportunities
Building Something Bigger Than Yourself

3. Resume Experience

When you have leadership skills and team building skills on your resume, you become more marketable.
Employers know that you not only will get the job done on your own but that you have INFLUENCE on other people.
That goes a long way!
Companies value Empire builders.

4. Advancement Opportunities

When you are on the National Silver Cup for Team Builder & are competing for the Northeast Region Team Builder Scholarship, people are watching you!
Those are reports that our Division Manager and our Region Manager, Earl Kelly, look at EVERY SINGLE WEEK.
If you are someone who aspires for MORE in the future… you want to get on their radars.
This could open up the opportunity to get into Leadership Academy / AM role in the future / potentially BM

5. Building Something Bigger Than Yourself

Every successful team has big time recruiters and people that are PROACTIVE about getting the RIGHT people on board.
Look at the top sports programs and the top companies.
It’s awesome to be at team meetings, conferences, team events and know that YOU were responsible for creating opportunities and success for people other than yourself!

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Social Stories

**On Snapchat: Edit Image and click paperclick & add your office link

On Instagram: Follow & Tag @NJ.Vector

RAFFLE:

1 Entry per social media platform posted
1 Entry per friend who schedules an interview

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Social Stories

Please add office link to the blue bar!

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GIVE YOUR TOP PEOPLE A HEADS UP!

CHECK GROUPME TO COPY & PASTE:

Hey! Just wanted to give you a heads up that you’re gonna get a text from my manager about work. I just started and would love to work with you if you are looking for something. They will answer any of your questions if you're interested in finding out more. Have an amazing day!

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HOW TO RESPOND?�CHECK GROUPME TO COPY & PASTE:

Hey I’m working right now so I can’t chat, but yes it’s legit. Schedules are flexible, money is good and people are cool. Text me after your interview if you decide to check it out. Would be sweet to work together!

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Help Build A Championship team!

#CoolKidsSellKnives

On Snapchat: Edit Image and click paperclick & add your office link
On Instagram: Follow & Tag @NJ.Vector or add the link!
Include: “Summer work, flexible schedules and $30 base pay” and then a link to StudentWorkNJ.com

Example

Stories:

So I have a fun team builder contest that I’m super excited for you guys!! I know that some of you may have done this already but we all probably have a ton of people on social media so… We have a fun little raffle we are going to do for……. A STAINLESS STEEL TABLE KNIFE. And guys when Owen gave me my first piece of flatware with the stainless steel table knife, was when I started selling flatware and sold 3 chests in like a month. So for this contest

You guys will choose a photo, either of yourself or a photo in your camera roll that you can use as a social media story and include our link so people can request an interview through you guys!

You get one entry into the raffle for each social media account you post it on. So ig is an entry, snap is an entry, and facebook!

Make sure you include the link and then “summer work, flexible schedules, and $30 base pay” and then take a screenshot of your stories and post them in the GroupMe so that I can stay organized on how many entries everyone has!

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GOALS

SLIDESMANIA.COM

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S.M.A.R.T. Goals

S.M.A.R.T. = Specific, Measurable, Attainable, Relatable, Time sensitive
Specific: Know exactly what you want
Measurable: Know what it looks like to get there and have milestones along the way
Attainable: Not realistic but possible
Relatable: Why is it important to you?
Time sensitive: When will you accomplish it by?

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Who? Parents, Friends / Girlfriend & Customers
Why?
Accountability & Motivation: Sometimes you will not always be excited to work and having people to hold you accountable will help you stay on track
Understanding: The job is different and people don’t need to understand the job but they should know why you are doing it.
Support: “Recruit” people onto your team by enrolling them in your goals and they will look for ways to add value

Share Your Goals & WHYs Often

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What it is the goal?
Specify / Elaborate
Explain how this job will impact that...
Connect it to your future
Share why important to you!

In-depth Goal Sharing

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What it is the goal? Networking
Specify / Elaborate: Building relationships is so valuable for so many reasons because you never know what doors it can open or advice you can get
Explain how this job will impact that: Sales definitely is not easy but it is all about relationships and I love that I get to meet so many new people.
Connect it to your future: I actually believe I could potentially open doors that could help me land my dream job out of school.
Share why important to you! I want to do the things now to set myself up for future success..

Example Of Goal Sharing

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What it is the goal? Translatable Work Experience
Specify / Elaborate: Communication skills, time management, presenting, booking appointments, customer acquisition, sales, ect
Explain how this job will impact that: I love that I get to do things on a daily basis that I will actually be able to use in a professional job and even as a student.
Connect it to your future: So many of my peers are doing things that won’t be impressive on a resume and I have the opportunity to set myself apart.
Share why important to you! Around 53% of recent graduates are under or unemployed and I want to be different.

Example Of Goal Sharing

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What it is the goal?
Specify / Elaborate
Explain how this job will impact that...
Connect it to your future
Share why important to you!

EXPAND ON YOUR WHY!

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SCHEDULING &

INCOME OPPORTUNITY

SLIDESMANIA.COM

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LEADERS: $2,000 WEEKLY - HOW?

6 ORDERS WEEKLY ($335 AVG ORDER)
8-10 DEMOS WEEKLY
1-2 ORDERS 5 DAYS/WK - YOUR SUMMER MISSION

Consistent Phone Time
Consistently Getting Leads
Consistently Getting Orders

PUSH WEEKS OF $3,000-$5,000 WEEKLY

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Why be consistent?
Why do this multiple weeks?

Your future (Building a business)

Income
Experience
Growth

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Typical Student Job

$15/Hr - 30-40 Hours Weekly

$450-600 Weekly - take home is $350–475 Weekly
Let’s just say you make $400 a week…

Week 1 = $400
Week 2 = $400
Week 12 = $400 (no pay raises, no advancement)

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VECTOR/CUTCO PAY OPPTY!

1st Paycheck (first week)…..$1,000 CPO = $100

Compared to $400…”I should get a different job.”

2nd Paycheck…..$2,000 CPO = $300

Compared to $400…🤔

3rd Paycheck…..$2,000 CPO = $400

Compared to $400…”Wait a minute.”

4th Paycheck…..$2,000 CPO = $500

Compared to $400…..”Give me a minute”

6-12th Paychecks…..$2,000 CPO = $600-$700 WEEKLY

& you are doing 8-10 appts weekly (not 30-40 hours of work)

………”I HAVE BEST JOB EVER”
If you decided to have one of those $3-5K weeks x 30% = $900=$1500 (compared to $400)

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FLEXIBILITY:

MAKING YOUR OWN SCHEDULE & GOALS THEN LIVING THEM!

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NOT WAKING UP & DECIDING IF YOU ARE GOING TO WORK.

#CoolKidsSellKnives

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Upcoming Events

TEAM MEETING

Wednesday 6:30-9

Professional Development Conference & Year End Banquet

Jan 31-Feb 1

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BREAKING DOWN #’S

10 Demo Example	# Sales	CPO	25%	30%	Time Spent” 1 HR / Demo + 1.5 hour meeting + 3.5 hours phoning = 14 Hours __________________ What if you treated the job like a full time job? __________________ What if you invested into getting really good?
$200 Avg Order / 50% Closing	5	$1,000	$250 $17.85/Hour	$300 $21.42/Hour
$250 Avg Order / 60% Closing	6	$1,500	$375 $26.78/Hour	$450 $32.14/Hour
$300 Avg Order / 70% Closing	7	$2,100	$525 $37.50/Hour	$630 $45/Hour

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PICK YOUR SCHEDULE

TYPE	Demos	Phone Jams	Approx Hours Total / Week	Earnings Estimate
SUPER FLEXIBLE	5+	Team Meeting Thurs 6:30-10	Less than 10 hours	$125 - $300+
PART TIME	7-10	Team Meeting Thurs 6:30-10 +1 PJ	15-20 hours	$220 - $500+
PART TIME +	10-15	Team Meeting Thurs 6:30-10 +2 PJ	30 hours	$330 - $1,000+
FULL TIME	15-20	Team Meeting Thurs 6:30-10 +3 PJ	40 hours	$440 - $2,000+

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YOUR SCHEDULE:

How do you plan?

Non negotiables first
Team Meeting 6:30-10
Know when you're working

Upcoming phone jams
Fill The Next 2 Days First
How?

Reschedules
Call backs
Initial list
Chicken list

Scheduling

Everyone here should use an hourly planner
Block off your nonnegotiable, put that in your schedule first
The team meeting is coming up on wednesday
Know when you’re working

V Simpson Turner, who is at nearly 1 million dollars in personal sales made a commitment to work 8am-4pm every day, and he just committed to himself that he would either be on a demo or making calls to book demos.
It’s crazy how when you treat the job like a job- you get job-like income
When you treat it like a hobby- you get hobby-like results

Goal = Get my next 2 days booked
Your goal should be to book up tonight, tomorrow, and the next day and then work from there
All about appointments

How?

Reschedules
Call backs
Initial list - not unheard of for people to not really be around their phone on the weekends

I guarantee that there were people you called that didn’t answer, they might have been busy, some people aren’t around their phone as much on the weekend.

Chicken list - could call but too chicken to call
Some of you are doing phenomenal with referrals, and if you have 50 and you really want to call them we would send them to you, but all of you have so many more people that you could potentially sit down with. Imagine how you would feel if you challenged yourself to only sit down with people you have a personal connection to during your fast start? You would have a ridiculous number of people to call. You would put yourself in a position to create tons of success.

SCHEDULING :

Review how to create schedule and importance
Explain updated schedule once theirs is finished

Team meeting (Wednesday 6:30-10)
Phone jam
How to be prepare (schedule, goals set, fill out weekly form)
Morning Phone Jam (tomorrow 8-9)
Upcoming workshops (Team builder meeting Wednesday 6-6:30)
Other upcoming events (SLDM tomorrow 3:30-6:30)
Phoning Contest - every demo they book that day = 1 ticket in drawing for $25/50

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Asking Questions & Handling Objections

SLIDESMANIA.COM

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Your job is to understand what the customer needs or feels most comfortable with today.

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The act of closing is not pushing something on someone that they don't need - it is helping them find something that they already needed

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OBJECTION:

A question or concern in the back of someone's mind that needs to be answered in order for them to feel confident in moving forward with a decision.

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HANDLING OBJECTIONS

Appreciate the way that they feel / that they have a concern
Clarify / Ask questions to make sure you understand
Offer a solution in a non-pressure way

You can get nothing and you already helped me out by sitting down with me but I don't think it would be fair if I did not share…
Offer solution that eases their mind.

Ask for the order / recs / demo again

The first step is to appreciate the way that they feel and that they have concerns
The second thing is to clarify

Sometimes reps don’t know what the customer is saying, and they handle the wrong objection because they don’t understand. That makes them not feel heard.

The last part is to offer a solution in a non pressure way.

2 Parts to this:
Non pressure: You can get nothing and you already helped me out by sitting down with me but I don't think it would be fair if I did not share...
Offering your solution eases their mind: Sometimes someone is just on the fence and needs that validation from someone to hear that they should try it.

Examples:
Friend's validation on making a purchasing decision - feels so much better about something when you hear someone say "Yeah, why not get it?" or "You should get that, you will love it"
I personally love it when I go to a restaurant and someone gives me suggestions. I never think: “oh that person is pressuring me to get the meatballs, what an asshole.” I think, okay.. This is the person that knows the menu the best.”
As a rep, you are the one who knows our menu is the best. So walk them through the menu!

EX: “Hey mrs. Jones, I can totally understand, cutco’s not cheap. Just so I know, when you say cutco is expensive do you mean that you don’t see the value in Cutco, or do you mean that you SEE the value in cutco, but it’s just a little out of my budget right now.”

This example could mean one of two things. They could mean they don’t think it’s worth the money, or they could think it’s worth it and it’s just a little out of their budget.

“Just so I know, when you say it’s a little out of your budget, are you referring to the 5-pay or are you referring to the paid-in-full?

Hey, I’m sorry I probably didn’t do a great job explaining this. Cutco is really great, it’s not cheap. It’s made in America, it’s the highest quality of its kind, it’s guaranteed forever. The 5-pay isn’t credit based or financed. There’s no interest, it literally just takes the total cost and divides it by 5. It charges a credit or debit card ⅕ of the cost per month for 5 months.
If it’s the 5-pay, I wouldn't push that number. Now are some pretty crazy times. “I can totally appreciate that. Just so I know, what number would be in your budget on the 5-pay?”

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TOO MUCH MONEY

I totally understand Cutco is not cheap...
But just so I know when you say too much money do you mean you don’t think it is worth it or you totally see the value but a little out of your budget right now?
Too much money -> Paid in full or 5 pay?

Paid in full = better explain 5 pay
5 pay = Find amount that fits their budget and offer solution

Too expensive = build price expectation. Price comp, handle, guarantee

We talked about price expectancy vs. price discrepancy

“This makes cutco more expensive, but it’s worth it because _______”
The goal is to handle the objection before it even comes up
Maybe I need to sound more confident when saying competitive prices or our prices

If you went to a Mercedes dealership... you say that's expensive…

New reps, myself included, “awe I’m sorry”
If you walk into a Mercedes dealership and say yikes that’s expensive…
"yeah its a Mercedes, have you ever driven in one of these? Here, get in and let me show you why it’s worth it."

If someone says that Cutco is expensive:
Absolutely, Cutco is the best out there so it may be a little more than what you're used to but I am sure you would agree that good things are seldom cheap and cheap things are seldom good. You get what you pay for.

I have never met someone who owns Cutco that regrets their purchase.
Mrs Jones I am sure if I showed you a super cheap product today and wasted your time you would be pretty annoyed with me.
Our price is the way that it is so we never have to apologize for the quality.

Your customer is a reflection of you. The way you ask is the way you’re going to make them feel.

I need to think about it = did not stress guarantee enough

If Cutco were free, they would want to buy everything in the catalog.
Any qualified customer is interested in the product

You have to assume the sale with the trial option
“Sorry that I made you feel like you needed to completely make a decision today. Most people like Cutco enough to try it out and take advantage of the trial so they have a few weeks to cook with it and if you're not in love with it just send it back and get a full refund. On the 5 pay that would just be ____, how does that sound? Do you wanna give that a shot?”

Always ask for the order again
LaRaven’s customer said the other day that the 5 pay with the 15 day trial is like an in-home demo

“Too many pieces”

I wouldn't ask “which pieces would you use?” I would ask “which pieces wouldn’t you use?”
Chances are they would use it, they just don’t know what it’s for.
Spatula spreader example: “are you saying you don’t eat sandwiches or bagels?”
Ok, just so I know are you saying that you don't think you would use all of the tools in this set or you could see yourself using all the tools but you already have some knives that are sufficient?

They have pieces: I can totally appreciate that and you can get nothing today and you already have helped me out but I don't think it would be fair if I didn't tell you what I have seen
Those tools dull and become less and less usable
Become more and more frustrated with them and in a few years will either replace them with tools that will do the same thing or will want to get Cutco and if there is one thing that is constant with prices it is that they only go... up, right?

We do increase our prices every few years. So if you could see yourself using the basic set at some point, the best time to get it is now... I know it is definitely not cheap - it is an investment but if I can call my manager and see the best deal I may be able to get you.

Great Questions To Ask

Closing / Order

Needs to think about it: Just so I know - what is it that you are currently unsure of?
I Want to buy something else in the future: (Ex: Cookware or Gifts or a Set) Is there anything I could do today that would make you want to go ahead with that order today?

Recs

Don't want to give out friends #s: Is there anything I could do that would make you feel confident enough to think of at least a few?
Only a few recs: Is there anything I can do to help you fill out the whole sheet / think of a couple more?

Phoning

Is there anything that I can do that would make it so that you could squeeze me in today or tomorrow?

Understand your customers' perspective and what you can do for them and you will elevate your results, take your skill to the next level and be surprised at how much more success you bring into your life.

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WHEN YOUR CUSTOMER SAYS ___, THEY MEAN ____….

“Too expensive” → build price expectation. Price comparison, handle, guarantee

“Need to think about it” → did not stress guarantee enough

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CLOSING & DROPPING DOWN

SLIDESMANIA.COM

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CLOSING TIPS

Always say only or just before our price
Never say hundred or thousand…. Say 3-47
Confirming / validating the set they chose
Ask for the order expecting them to say yes
Name drop people who own sets
Understanding 5 pay and trial
Understanding the value in sets
Raise enthusiasm as you drop down

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5 TIPS TO MAX OUT YOUR DEMOS

DO IT THE RIGHT WAY, ALWAYS

READ THE ENTIRE THING

ADD MORE ENTHUSIASM DURING NAMES & USES
ALWAYS ASK FOR THE ORDER

Every time on every option
Positive expectations / confident

CALL IN & GET HELP FROM YOUR MANAGER
SHARE STRONG AND SPECIFIC GOALS

How much you want to sell and how much you have sold
Social Proof - Who has what sets?

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RECOMMENDATIONS

SLIDESMANIA.COM

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5 Reasons Why You WILL Get Referrals

01

04

02

05

03

Hot tip: memorize it

You follow the

approach

Do they know why this is important to you?

You share your goals

You have fun & connect!

Show them you care!

You were enthusiastic & confident

Hot tip: make your manager the bad guy!

You handled objections well & helped them think of more

Make A Friend and be the

Highlight of their day

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https://NJLegacyRep.com/headsup/

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REP PORTAL INTRODUCTION

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REP PORTAL INTRODUCTION

Link you can share (or others can share for you) to profile with ability for customers to call/text you, schedule an appointment (if on phone prewritten text) or Shop Now (links to Cutco website & you get full CPO for anything they buy!)

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Click Here For Owen's

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WHEN TO USE IT

Personal Facebook post
Parents / Family Facebook post
Customers post on Facebook for you after the demo
If someone says no to demo share link with them
Include in emails to customers

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MISTAKES

Not trying to book a demo & just collecting easy CPO

No experience
No understanding of value for customer
No deals for customers
NO REFERRALS (Most important part of your job)

You need to emphasize that demos are better in social media posts and to your customers.

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UPDATE YOUR PROFILE

Make sure you have a decent photo
Update the bio:

Who are you? Hometown, School, Major
Why are you doing this job?
What are you working towards? Any fun goals to share?
Thank them for taking the time to help you out!

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Facebook Post Templates

NJLegacyRep.com/portal

File > Make a copy

Update for yourself

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EXPANDING NAMES LIST

SLIDESMANIA.COM

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The Cutco Stick Shift

#CoolKidsSellKnives

Immediate family
People you know / they know you
Acquaintances (common connection)
Recommendations (people closest with)
Recommendations (not as close)

Getting started with us, especially phoning is like manual transmission cars

1 = Know super well
2 = Kinda know
3 = Recs of people you know
4 = Recs of recs
The shift in gears from one group to the next = extremely important, especially getting out of first gear

There are ton’s of people you could reach out to for a presentation and actually working on this is the #1 thing that you can do to impact your income and help you thrive in this role
The reality is that you are actually a really good sales person..
You sell yourself on why not to do things all the time
Right now I want you all to sell yourself on why you should create success
Start by asking yourself "If you got recommended to those people would you call them?"

If yes, then it is not the person, it is the context
If you would not call them if someone recommended you to them then cross them off or delete them from the app and don’t worry about them again

But for the other people ask yourself: Why are you so nervous to call them? What would be weird?
If you haven't talked to them in a while and you call them and they say no.. When would you even talk to them again?

Someone is going to call them.

What’s the worst thing they can say? Not no. (Tell personal story)
If you knew every person you have any type of relationship with is going to get a call in the next month wouldn't you want it to be you?
If the answer is no then skip them but if the answer is yes then make an effort to call them as soon as possible.
We are going to start by brainstorming people you could potentially get numbers for and then we will work on getting a few numbers and I will walk you through how to call people you are less close with

https://njlegacyrep.com/packets/

**Walk through**

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EXPANDING YOUR NAMES LIST!

MANUAL PG 23-27

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EXPANDING EXERCISE

Family members
Family friends

Parents friends
Parents co-workers

Your friends parents
Sports

Teammates parents
Coaches / trainers

Grad party list

Neighbors (current & past)
Teachers / professors (current & past)
Social media
Your best friends family
Your significant others family
Specialists (doctor, dentist, eye doc…)
Directories

School, neighborhood…

Church / Synagogue

Write down anyone you have any connection with. (NAMES ONLY!)

Use this time and challenge yourself to think of as many people as possible!

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SEE YOUR BEST POTENTIAL CUSTOMERS FIRST!

#CoolKidsSellKnives

We are going to spend a little time thinking of who your best potential customers are..
Why show your best customers first?
- Sales momentum – Self confidence, income
- Recommendations – Birds of a feather flock together
- Basketball Analogy – Lay-ups vs 3-pointers
One thing that I personally realized is that you can sell Cutco anywhere but it does not hurt to be in a great network.
In fact those are the people I wanted to build professional relationships with and network into.
One thing I did on my demos is I asked my customer a bunch of “who do you know” questions
I asked who do you know instead of “do you know” because it is not a yes or no question.
Because of these, It helped me get into the networks that I wanted to be in.
I am going to ask you some of these questions so that I can help you build your top 20 list.
It can be people that you already wrote down or it can be new people.
There are going to be categories that you have multiple people and there are going to be some where you might have noone.
There are going to be times where you think of the same person multiple times, that is fine, try and think of other people that match that criteria also.
Who do you know...?
Has the nicest kitchen
Entertains often - Hosts a lot of dinner parties / Holidays, ect
Enjoys cooking
Knows everyone / Unofficial mayor / Could get you into the best network
Has a pool
That likes to buy things / likes nice things
Owns a second home… can be a shore house, mountain house, lake house, apt in the city, hunting lodge, ect.
Likes to golf or Belongs to a country club
That has a boat?

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BEST POTENTIAL CUSTOMERS

Has the nicest kitchen
Loves to cook
Entertains often - Hosts a lot of dinner parties / Holidays, ect

WHO DO YOU KNOW THAT…

Knows everyone / Unofficial mayor / Could get you into the best network
Has a pool
That likes to buy things / likes nice things
Owns a second home… can be a shore house, mountain house, lake house, apt in the city, hunting lodge, ect.
Likes to golf or Belongs to a country club
That has a boat?

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Bergen

Bergen Catholic, Don Bosco, Immaculate Heart Academy, Paramus Catholic

Morris

Delbarton, Morristown Beard, Villa Walsh Academy, Morris Catholic

Rockland

Albert Magnus, Beth Rochel, Green Meadow, Bnos Yisroel

Passaic

DePaul Catholic, Hawthorne Christian Academy

Union

Oratory Prep, Union Catholic

Essex

Montclair Kimberley, Essex Catholic, Newark Academy, Seton Hall Prep

Hudson

Hudson Prep, Marist High School

sussex (and surrounding areas)

Pope John, Blair Academy

Who do you know who goes to or has kids who go to these private schools around NJ/NY?

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Bergen

Alpine, Saddle River, Teterboro, Ho-Ho-Kus, Franklin Lakes, Englewood Cliffs, Tenafly, Ridgewood, Wyckoff, Rockleigh, Old Tappan, Allendale, Hawthorn, Montvale, Glen Rock, Mahwah, Edgewater, Ramsey, Cresskill, River Vale

Morris

Mountain Lakes, Denville, Chester, Mendham, Randolph, Harding, Chatham, Kinnelon, Montville, Florham Park

Rockland

Blauvelt, New City, Thiells, Wesley Hills, Congers, New Hempstead, Tappan, Clarkstown, Pearl River, Valley Cottage, Stony Point

Passaic

Bloomingdale, Wanaque, Little Falls, Pompton Lakes, Hawthorne, West Milford, Ringwood, Wayne

Sussex (and surrounding areas)

Sparta, Lake Hopatcong, Hopatcong, Hamburg, Lafayette, Budd Lake, Ledgewood, Branchville, Vernon

Union

Westfield, Colonia, Hillside, Woodbridge, Berkeley Heights, New Providence, Summit, Mountainside

Essex

Short Hills, Montclair, Essex Fells, Glen Ridge, Millburn, Livingston, North Caldwell, Verona, South Orange

HUDSON: Hoboken, Secaucus

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https://njlegacyrep.com/advancednl

SLIDESMANIA.COM

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VIRTUAL DEMO INTRO

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ASSIGNMENTS:

Memorize the referral approach on page 19
Expand names list: 10-20 more numbers by Team Meeting (Hold off on calling people you don’t know)

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PHONE JAM

SLIDESMANIA.COM

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PHONE TIME = MONEY TIME

Fill today and tomorrow first
Best potential customers today
Start with people who you need to reschedule or call back
Send texts if they don’t answer
Use this time to make you money - on phone or getting #s
Use approach and Vector Impact
Have fun!
Book 5+ demos between now and Wednesday Team Meeting.

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WRAP UP & ASSIGNMENTS

SLIDESMANIA.COM

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https://njlegacyrep.com/at-form/

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IF YOU DON’T HAVE 5+ DEMOS SET BY AT2 (Wednesday) I WOULD HIGHLY SUGGEST STAYING ON AND BOOKING SOME APPOINTMENTS TO HIT YOUR GOALS!

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Assignments: NJLegacyRep.com/a/

SLIDESMANIA.COM

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SLIDESMANIA.COM

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GO SLING SOME BLADES

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Upcoming Events

Team Meeting:
Morning Phone Jams:
Workshops:
Next Conference / Event:

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Your Goals

You need to have something that you can show your customers.
Have you been updating your fast start slide?
Letting them know who you are, what you’re excited about, what you’re working towards.
I always shared how I found out about the job.
It’s not just selling knives, it’s the skill-set you’re going to get from it. It’s a scholarship, it’s growth, the opportunity to potentially help your parents pay for college.

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What it is the goal? Networking
Specify / Elaborate: Building relationships is so valuable for so many reasons because you never know what doors it can open or advice you can get
Explain how this job will impact that: Sales definitely is not easy but it is all about relationships and I love that I get to meet so many new people.
Connect it to your future: I actually believe I could potentially open doors that could help me land my dream job out of school.
Share why important to you! I want to do the things now to set myself up for future success..

Example Of Goal Sharing

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What it is the goal? Work Experience
Specify / Elaborate: Communication skills, time management, presenting, booking appointments, customer acquisition,
Explain how this job will impact that: I love that I get to do things on a daily basis that I will actually be able to use in a professional job and even as a student.
Connect it to your future: So many of my peers are doing things that won’t be impressive on a resume and I have the opportunity to set myself apart.
Share why important to you! Around 53% of recent graduates are under or unemployed and I want to be different.

Example Of Goal Sharing

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Goal Workshop

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MAKE TOP 20 LIST

Has the nicest kitchen
Entertains often - Hosts a lot of dinner parties / Holidays, ect
Owns a second home… can be a shore house, mountain house, lake house, apt in the city, hunting lodge, ect.
Likes to golf / Belongs to a country club
Has a pool
Could get you into the best network / Unofficial mayor
That likes to buy things / likes nice things
Owns a boat
Travels often
Went to or goes to private school
Lives in ...

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What it is the goal?
Specify / Elaborate
Explain how this job will impact that...
Connect it to your future
Share why important to you!

In-depth Goal Sharing Workshop

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Scholarship

The scholarship is very competitive and hard to win. Tens of thousands of students compete for it every year. The way it works is the top 50 people in the summer and the top 25 in the spring and fall win the All American Scholarship. I figured that I deserve to work super hard and at least give myself a shot at earning it.

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Top 10 Reasons Why People Fail at CUTCO

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Constantly Improving

What do you feel like you are doing well?
What could you be doing better? Where are your largest areas of opportunity to improve?

So what are the things that you are going to do to improve?

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WHAT TO FOCUS ON

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Social Stories

**On Snapchat: Edit Image and click paperclick & add your office link

On Instagram: Follow & Tag @NJ.Vector

RAFFLE:

1 Entry per social media platform posted

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Top 10 Reasons People Fail Cutco

Ask yourself: what can I adjust to maximize my success?
Write down:

What are you proud of?
What is your biggest area of opportunity to improve?
What have you learned in the last 3 days since training?

https://www.morrismayhem.com/10-reasons-people-fail/

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10-80-10 RULE

10% Buyers

10% Non-Buyers

80% Depend On YOU!

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TOO MANY PIECES

I totally understand these sets might be larger than you expected...
But just so I know when you say too many pieces do you mean you don’t think you’d use all the pieces or that you already have pieces that you like?

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RECOGNITION

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TAKE NOTES ON DEMOS

Take notes on every customer after your demo
https://njlegacyrep.com/packets/
File > Make a copy

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SECRET WEAPON

Use IF: Like Table Knives & Not Buying Because too Expensive
Nothing Free
BBlock Sets = Bigger Block
Order Of Operations

1. Regular homemaker
2. Regular homemaker bunch of free stuff
3. Secret Weapon / Quarantine Special
4. Galley

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BONUS POINTS

Giving Free Stuff is not bad if used correctly...
Used If:

Customer Is on Fence

Price = Value
If you keep price but raise value then V > P

You can create a larger sale

20% Rule = Retail x .20
Don’t Give Best Offer First
CALL YOUR MANAGER FOR HELP WITH DEALS

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#CoolKidsSellKnives

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Gifts

Would they use it?
Would they like it?
Would they remember me by it?
Christmas / Hanukkah in (insert month here) - buy 3 get 1 free

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ADVANCED REP PACKET

Note template, schedule, goals & more!
https://njlegacyrep.com/packets/
File > Make a copy

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Scholarship, Promises, Personal Guarantee

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WELCOME TO ADVANCED TRAINING!

Zoom: Make sure camera is on, at desk & ready to go!
Get a notebook and pen.
Have schedule up and go to phone approach.

NJLegacyRep.com > Phoning

Make sure VectorImpact is updated with all your demos, names and numbers
Work on getting more numbers in VectorImpact.
Jot down any questions you have.

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WELCOME TO ADVANCED TRAINING!

Get a notebook and pen.
Have schedule up and go to phone approach (pg 31)
Make sure Vector Impact is updated with all your demos, names and numbers
Work on getting more numbers in Vector Impact.
Jot down any questions you have.

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REMINDER:

YOU ARE CURRENTLY THE BEST YOU HAVE EVER BEEN AT SELLING CUTCO BUT ALSO THE WORST YOU WILL EVER BE AGAIN.

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10/80/10

RULE

#CoolKidsSellKnives

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10% DID NOT

GET OFF TO FAST START

#CoolKidsSellKnives

Elliot Johns sold $0 before Advanced Training

Went on to sell over $12,500 in Fast Start

Stay positive & start doing the right things

MAC Customers / follow the manual

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80% HAD A GOOD

FIRST WEEKEND

#CoolKidsSellKnives

Big days are coming

Averages always work out

Keep working hard
Keep doing the right things

MAC Customers / follow the manual

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10% GOT OFF TO

A FAST START!!!

#CoolKidsSellKnives

It’s time to hit the gas pedal
Complacency is the enemy of success

#1 college rep sold $12,443 last week

How big can you go? 6k? 10k? 20k?

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PAYCHECK EXPLANATION

#CoolKidsSellKnives

Cutco Sales Week

Tuesday - Monday at midnight

TODAY IS MIRACLE MONDAY!!!

Last day of the week to add to your check

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ACQUAINTANCE PHONE APPROACH

SLIDESMANIA.COM

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SEEING YOUR BEST POTENTIAL CUSTOMERS:

Have you been seeing your best potential customers?

Who should you have seen by now? That would put you in a position to get a bunch of referrals, or to get some good sales?

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https://njlegacyrep.com/advancednl/

SLIDESMANIA.COM

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NOTES QUESTIONS

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ACTION STEPS

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WHY SET GOALS?

Goal = Destination
Plan = Directions
Schedule = Vehicle
Whys / Purposes = Fuel

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S.M.A.R.T. Goals

S.M.A.R.T. = Specific, Measurable, Attainable, Relatable, Time sensitive
Specific: Know exactly what you want
Measurable: Know what it looks like to get there and have milestones along the way
Attainable: Not realistic but possible
Relatable: Why is it important to you?
Time sensitive: When will you accomplish it by?

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Leapfrogging

“Thank you so much Mr/s. _____. You have no idea how much this is going to help me with my Scholarship.”

“Now out of this list, who’s usually home at this time?” (Put a dot next to anyone that’s home)

Awesome thank you again Mr/s. ____. This really helps me out. But honestly, the hardest part of my job isn’t having people say yes to my appointments, in fact, most people do want to see it. The hardest part of my job is getting in touch with people. What helps me out the most is when a customer actually helps me reach their friends. And in order to stay on track for GOAL (scholarship or contest), I need to do __ appointments a day, and I had a couple reschedules so I only ended up with __ for today. And since I’m in the area is there any way we could reach out to a few of them and see if I could just stop in real quick

Coaching Them on What to Say

“Awesome. Alright so the worst thing we could say is ‘Some college kid wants to come over and sell you knives.’ You can just tell them my name’s NAME, I go to SCHOOL. I’m doing an internship where I credit just for doing short fun presentations. There’s no obligation to buy anything, and I’m in the area trying to hit my goal. And see if they might be able to squeeze me in either now or at AVAILABLE TIME”