Jakub - Master AT1 10/7/2024

Al righty, welcome to Advanced Training. Uh, we're jumping in. We just did a little bit of recognition so far. We have, uh, our group here. We've got Natalie at her first two sales, two for two, a little bit, um, under the $500 mark, almost at, um, the halfway mark to the first promotion, earn the peeler. And we also got A'siri's first set sale, that's exciting. And we have Alex with his first two orders. H, think his first promotion, uh, that's exciting as well. Um, and so just a little bit of recognition there. Um, you are right where you need to be. Uh, again, the first weekend isn't about making sales, it's about getting experience. So, we haven't taught you guys how to sell. We've only taught you how to do the demo. Um, so really keep that in mind. You are exactly where you're supposed to be in your business. The first part may have gone perfect for you and you're confident because, guess what, that's what we practiced for three days in training. Where, where we left off in training is what to do like after the prices. So, the fact that you guys all made sales, um, most of you made, uh, sales is a really, really good sign for us. We haven't even taught you how to sell yet. We've only taught you how to show the products and just do a demo. So, now we're going to teach you how to close. So, in sales and in Cutco, the following is going to be true. And here's what I mean by the following. I'm gonna spotlight myself so the recording could be good. But 10% of your customers will never buy, no matter what you do. Even if I was doing your presentation, they just still wouldn't buy. Did anyone run into someone like this this past weekend? Yeah, totally. Several of you have. And, um, that happens. Now, 10% of the customers that you see will always buy, no matter what. Even if you did the worst presentation ever, they'll still buy at least something. Did anyone run into someone like that this weekend? Great. Now, 80% of your customers, the sale depends on who you, depends on you, your level of skills, your ability to negotiate budgets, your ability to find a payment that works for them or works enough free stuff to where they can't say no. This is where the skill set of the job comes in. So, the goal of your presentation is not to focus on the 10% of definite no or the 10% of definite yes, but the 80%. And fun fact, you never know which group that person is in. So, you need to treat every single person like they're in that 80% that maybe group. So, how do we turn that 80% from a maybe to a yes? Here's what we're going to do. I'm going to talk to you guys about the first point. Go and jot down confidence, confidence, confidence, confidence. You've got to be confident when you present the prices. It's like asking someone out on a date. If you get asked out on a date and the person is unconfident, are you gonna want to go on a date with that person? No. Same thing vice versa. If you ask someone out on a date and you're unconfident, you're going to get rejected. So, you can fake it till you make it. Even if you haven't had that confidence before, fake it till you make it. Have confidence. Ask for the order with confidence. You can't say like, "Is that something you'd want to get today?" No. It's, um, "I wouldn't be doing my job if I didn't ask. Would you like to try out that Homemaker set today and get your free Super Shears?" SM nod. Nice and confident.

Next, enthusiasm. I want you guys to jot down enthusiasm. Specifically, also capitalize the last four letters: I A M. Enthusiasm. I want to make it very clear that if you're not tired by the end of the names and uses section, it just means that you're not being enthusiastic enough. Now, you got to be confident when, uh, you got to be confident and you've got to be enthusiastic. Be enthusiastic about all sets. So, about all the sets. You can't just be enthusiastic about the Homemaker. You've got to also be enthusiastic about the galley and then the starter sets. That's, that's when customers get really comfortable. The reason why I had you capitalize the last four letters is because it's an acronym. I A S M stands for "I Am Sold Myself." I Am Sold Myself. What this means is the only way that you can be enthusiastic now is if you are sold on Cutco. You've got to believe in Cutco first in order for your customers to believe in it too. Too. And that's why you've been able to make two sales so far because you were being enthusiastic about the product. Now, to start selling your first sets, you've got to be really enthusiastic about the sets.

Next, it's going to be about following the manual. You've got to follow the manual to a T. Um, I wanna, I want to ask Alex here. Alex, when you sold your Homemaker, did you read the manual? He's nodding his head yes. Guys, the manual works. So, don't be like, "Oh, how did he do it? How did he do it? How did he sell a Homemaker?" He just read the script. This job is all about just, uh, it's, it's a numbers game. The more appointments you do, the higher the chance that you're going to sell your first Homemaker set too. So, Alex says he's done, I think, like six or seven demos already. So, it's a numbers game. When you do your six or seven demos, you're gonna sell a Homemaker too. So, don't be like, "Oh man, he's already had his first promotion. He's better than me." No, you just got to do more appointments. That's all it is. So, follow that manual. It works.

Next, cut food. Guys, cut food. Uh, who, who noticed that when they brought like the pineapple and tomato to the appointment, that the customer was just like, having so much fun? A higher chance of making a sale. It's just a blast, right? I'm seeing Natalie's hands up. I'm seeing head nods from, from Alex and A'siri as well. Um, so, just know that that makes the experience a whole lot better. And Katherine, if there's any way we can have you like stop by our office here in Oakbrook, we'd be happy to loan you out a sample kit. So, just communicate with Tar and we'll, we'll figure something out, uh, because that could be really beneficial for you to get your actual product in the hand and then when you get to have the customer try it out too, even better.

Next thing I want to talk about here is calling the office. So, calling the office when you're closing. When you call us while you're closing, guess what? We'll help you give the customer a good deal. We have tons of experience. You don't want to lose a set sale just because you're like, "Ah, I don't know about calling in. I don't know what the customer's going to say. I don't know how it's going to go." Just call us. Don't say, "Hey Miss Jones, can I call my manager?" Say, "No, Miss Jones, I'm gonna call my manager to see what kind of a deal I could do for you." And you call right there on the spot. The most confident person always wins. So, if you're like asking them for permission, they're gonna say no. But if you're, if you're confidently saying, "Hey Miss Jones, I'm still really new to this. I'm gonna call my manager to see what I could do for you," uh, and, and he, my manager is really nice. He's going to give you a really good deal. And, and then just, you pick up the phone and you call right on the demo, right in front of the customer. Put us on speaker. We'll say hi. We'll help you close that sale. And, uh, notice, by the way, that these things that I've covered so far have nothing to do with closing, but they're just making sure that you're a business professional and you have really good fundamentals. I share this with you because you have to have the right foundation, just like a house. If the foundation is weak in the most basic areas of a house, guess what? You cannot build a second story to that house. It's going to topple over. So, you got to evaluate yourself. So, I want you to think about where you are with each of these areas. How's your confidence? How's your enthusiasm? Are you sold on Cutco? Are you following the manual? Are you cutting food? Are you calling the office? And give yourself a little bit of a score. You could probably improve in some of these areas.

Now, the biggest way to handle the 80% and whether or not people buy is to handle customer objections. So, what's an objection? An objection is any reason that their C, that your customer is saying no. So, is an object, is an objection a good thing or a bad thing? A good thing or a bad thing? Thumbs up or thumbs down? Thumbs up. Yeah, Alex, definitely. Natalie, definitely. I didn't see everyone's thumbs up, but those are the ones I saw. Uh, objections are a good thing. Now, the reason why I, I say that is, again, an objection is any reason that they say no. So, unless they say flat out yes, they are giving you an objection. Um, and an objection is a good thing because if they weren't interested at all, they would just say no. So, I want you to think about it this way. This is kind of silly, but when someone asks you if you're hungry, you don't say, "Huh, let me think about it." Now, it just isn't a good time. Or when someone asks you if you have to go to the bathroom, you don't say, "Hm, let me go check with my, my spouse. Call me back next month when I get paid." It's a simple yes or no question. So, unless a customer straight up tells you, "Cutco is a piece of junk. I would never spend money on something like this. Get out of my house. Absolutely no." Then, guess what? They were all at least interested. So, if they give you a flat out no, it just means that they're interested. Um, and you can make a sale on at least something. So, objections again, they show interest. Objections show interest. Objections are good. By the way, we're all taught to never take that first deal that we get from our parents. I remember, um, when I went on vacation with my parents, we went to Mexico. And, um, there, there was like a, like a vendor stand, and they were selling like necklaces and sunglasses. You guys know what I'm talking about? Like, they just sell like little things. Um, and like, we're t, like, I remember my dad taught me. He's like, "Jacob, like, never take the first price." And I was like, "Oh, okay, cool." So, my dad's like, "Oh, let's, we want to get that necklace for our mom." "How much is it?" The guy says, "$50." My dad says, "I can't do $50. Let's do $25." And the guy's like, "No, no, no. I can't do 25. That's too little." He says, "What about $40?" And the guy automatically dropped the price a little bit. And my dad's like, "Ah, I can only do 25." And the guy's like, "What about 45?" Or, "What about 35?" My dad's like, "Ah, meet me in the middle. Let's do 30." And the guy took it for, for $30. My dad was happy, and the vendor was happy too. So, just know that we're taught how to do this, especially like from back in the day. So, customers like to haggle, especially when they know that you're not like a store. Obviously, they can't like discount a price at a store. So, they, they know that you could give them a deal. So, therefore, just help them get that deal, just like work with them on it. They want to help, and, uh, they want to help you. And you also want to help them. So, you get a good price and a good deal. And this is what we're going to teach you how to do today. So, I want you guys to understand that it's best to handle an objection. Uh, there's three different times you can handle an objection: before it comes up, when it comes up, or after it comes up. The best time to do it is to handle it before it comes up because, guess what? Then it can't come up. So, uh, I'm going to help you guys make some improvements to your, your approach here. So, let's talk about handling customer objections. Let's talk about the common Homemaker objections. Why would someone say no to the Homemaker? So, I want to go around the room and I want to ask you guys why your customers may have said no to the Homemaker. So, let's start off with you, Natalie. Why did, why did your customers, whether it was your, your first customer or your second customer, why did they say no to the Homemaker? Um, they said no to the Homemaker because she was like an older lady, and she was living like, well, she just like didn't have, have like much time to be constantly like using stuff like from that sense. She also wanted something for like less of a price in a way. So, she wanted to see something lower priced. Yeah, she wanted like to see something smaller because she said the set was too big for her. So, she doesn't really like cook a lot. Got it. Cool. Oh, A'siri, what about yourself? Why, why did your customer say no to the Homemaker? Um, they just said that it was too expensive. Too expensive. Okay. And then, uh, Katherine, what about you? Why did your customer say no to the Homemaker? You got to hop off mute first. You're muted right now. Um, I haven't made it that far. My first, um, my first appointment didn't go, didn't happen because, um, it was a Zoom meeting, and I don't know how to initiate a Zoom appointment. So, even though I was on the call, I sent her, apparently didn't work. So, um, I talked to Ilana earlier, and she's going to help me with that after this meeting. Okay, so sounds great so that I can, uh, um, make it work because until I get, um, reliable transportation, the pretty much all my appointments are gonna be virtual. Gotcha. Okay, sounds good. Thanks for letting me know. And then Alex, I know you didn't sell all Homemakers. So, why did your customer say no to the Homemaker that didn't get the Homemaker? The first one that said no to the Homemaker, um, mostly because it was, they don't cook that much to need all those specific knives, and, um, they only, they would have preferred like something smaller. Like they wanted the galley or the other thing, but they're one of the people that's going to get back to me later this week about that. I've already set up to follow. Gotcha. Cool. Uh, so, sounds, I've got like the objections for everybody. Um, so, yes, looks like some people said it's too expensive, so they didn't see the value. Some people say they couldn't afford it. Some people said too many pieces. Um, and it sounds like nobody really said, "My knives are fine" or "I own Cutco." But I'll go over those too. Um, but those objections, would you guys agree that the objections you each shared were the objections that like everyone kind of like shared similar things on? Yeah. So, will those objections ever change? Will someone randomly say something that will be completely different from what we just shared from like the core ones at least? Like, um, the core ones that I'm talking about are: can't afford it, too expensive, too many pieces, my knives are fine, I already own Cutco, I own a high-quality brand, not now, or I gotta talk to my spouse. Well, you guys get any other objections instead of those? No, those are the, the ones that you're going to get. So, they, they will never change. So, how much confidence do you have now that you know all the objections that you're going to get? You should have a lot of confidence. So, realize that selling Cutco is a lot like baseball. There's only so many pitches. So, if you know how to hit those pitches, does it matter who's throwing those pitches or where you are? No, because the pitches themselves never change. Do our objections ever change? No, those are the same objections we've been getting since 1949. So, if you practice and you're committed to getting good at the job, you need to know what to do in those situations. So, I want to ask you guys, did we prepare you for any real objections or what to do in training? No, we didn't. So, you should have fallen on your face this weekend and realized that you are right where you're supposed to be in your business. So, just know that even though, uh, many of you have already had sales, like that's already a win. This Advanced Training is all about boosting your confidence and helping you get a lot more and helping your customers a lot more as well. So, again, the best time to handle an objection is before it comes up. If you handle the objection before it comes up, then guess what? It can't come up. And, uh, just know that most of these objections that you're going to get are what we call smoke screen objections. Smoke screen objections. They say one thing, but they really mean something else. What's a smoke screen objection? A smoke screen objection is, uh, let's say, um, you guys have like that, that like maybe that class in school that like maybe you don't really like the teacher professor, and like it's hard to understand them, or maybe like the exams are really hard. You guys know what I'm talking about? Yeah. So, is it naturally, since it's a little bit harder to understand that teacher professor, is it going to make you super like excited to study and, and like show up to class? No. So, you do got to put in more work, um, and just know that when you put in more work, you're going to get better results too. So, just to be very clear on this example, um, a smoke screen objection is when a person raises an objection that isn't the real concern, but is meant to deflect or avoid discussing the true issue. And the real concern is hidden behind the smoke screen. Um, so, here's an example of like feeling, like bad at school. So, imagine a student isn't doing well in their classes, but instead of admitting they're struggling with the material, they might say something like, "Oh, school's boring. Teachers don't like me." Or, "The teacher's hard to listen to." That could be a smoke screen. The real issue is that the student might be feeling overwhelmed and embarrassed about asking for help. Rather than admitting that vulnerability, they put up this smoke screen about boredom and the teachers. You guys know what I'm talking about? Totally. So, the smoke screen shifts the focus away from the root issue, which might require more reflection or action, such as like seeking help or like improving studying habits. So, recognizing a smoke screen can help you dig deeper, dig deeper to uncover real challenges. So, I just wanted to address something. If your customers loved all of the pieces in the Homemaker and could afford the Homemaker, are their knives fine? No. If they loved all the pieces and could afford the Homemaker, do they need to talk to their spouse? No. If they loved all the pieces and could afford the Homemaker, does it matter that they own Henckels or Wüsthof? No. So, realize that there are only two real objections here. They are: number one, "I can't afford it," and that's a budget thing. And number two, "It's too many pieces." So, the main two objections behind the smoke screen are: number one, "I can't afford it" or "It doesn't fit in my budget." Or, number two, "It's too many pieces." So, by handling these objections before they come up, it'll highly increase your chances of selling a Homemaker. But if they say no, at least they'll give you the real objection: either they can't afford it or it's too many pieces. So, let's take each, each objection one by one. If someone tells you it's too expensive, here's what we got to focus on. It means that you didn't build enough value because they said it was too expensive for the knives. So, realize this: if Mrs. Jones thinks the Homemaker is too expensive, then she's gonna think a pairing knife is too expensive too. So, what I really want you guys to focus on, and I actually want you guys to take out your manuals. So, let's have our manuals handy. We're going to go to page four, the features and benefits page. And the line that I really want you guys to focus on if your customers are saying it's too expensive is, you got to make sure that you're saying everything word for word, but specifically wherever it says, "This makes Cutco more expensive, but it's worth it," because every single one of those lines, you always have to say. When I was new, I was scared to say that line because I was like, "Oh, like, I'm not gonna tell my grandma that it's expensive." And guys, if you don't say it's expensive, then Grandma will say it's expensive. So, you got to say it before Grandma does. So, don't be scared to say anything in the manual. Now, by the way, you got to say it confident. So, you can't say, "This makes Cutco more expensive, but it's worth it because it's comfortable and safe." No. I say, "This makes Cutco more expensive, but it's worth it because it's comfortable and safe." And by the way, the more you could put Cutco in their hand, the better. So, like, what I love doing is every time that they would talk about a feature, I would hand the knife back to the customer. Handle first, blade away, just like this. So, let's say, Mr., Mr. Jones, put the knife down. I'm like holding up my blue book. I'm reading, reading, reading. Uh, the first feature is our Universal Wedgelock handle, which fits any size hand. And I put it in their hand. And then they're like, giving it to each other. "The universal design locks your hand into place, increasing control and safety while reducing fatigue. This makes Cutco more expensive, but it's worth it because it's comfortable and safe." And here's where you can also add those fun facts. Remember, guys, the, the handle material, or we're not, the not the material, yeah, but the, the guy that made our handle, his name is Thomas Lamb. That's the same guy that designed the seats for Porsche cars, as well as the steering wheels. And he also designed the controllers for fighter jets. This handle is displayed in the Museum of Modern Art for its, uh, ergonomics and design. So, whenever someone is buying Cutco, they are buying art. That should make you really fired up to sell a Cutco. I love the fact that we're in the Museum of Modern Art. And if you don't believe me, here's an article from the Museum of Modern Art directly. Check this out. 1953, right there, Cutco kitchen tools with Lamb Wedgelock handles. Check this out. Cutco, right here. Boom. And it says right here, "By 1941, having observed 700 pairs of hands, he began designing the optimal ergonomic handle, which he patented in 1945, known as the Lamb Wedgelock handle. His design fits both right and left hands and does not roll or slide when gripped. In 1948, the Museum of Modern Art mounted an exhibition devoted entirely to Lamb's handles, which, though applied first to kitchen equipment, were later used for surgical tools, gavel squeegees, hair dryers, suitcases, uh, screwdrivers, and police clubs, along many other objects." Guys, Cutco is in a museum. Like, that should give you a lot of confidence. I love sharing that with my customers because then I was fired up, and they're like, "Wow, this stuff is probably really expensive." You want them to think Cutco is expensive. You want them to think it costs $110,000 for the Homemaker because then when you drop the price and you write it down, $1613, they're like, "What? That's a great deal." You guys could tell how passionate I am about this product. By the way, when I first started and I was in Advanced Training, I was like, "I'm not that excited about knives." But now I see how great these are, and I use them every single day. And then again, this. So, that's say they put it down, and I say, "The second feature is our Thermo-Resin handle material." And I let them grab it. And then they grab it. And I read, "This will never chip, crack, or break." Notice how enthusiastic I'm being too. "It's an expensive material to use, but it's worth it because it's dishwasher safe and sanitary." Miss Jones, this is the same material that they use to make bowling balls and football helmets. Can you imagine that? Wow. That's exciting. And then, let's say she puts it down again. I pick it back up, handle first, blade away. I hand it right back to them. Like it's lit, like automatic default. And I'm putting it in their hand, back in their hand, back in their hand. Cutco has feel appeal. The more they hold it, the more they want it. The third feature is our full tang construction. Boom. I put it in their hand, and I help them understand. If I'm on Zoom, I'm showing them on a Zoom demo every single feature in detail, showing them how shiny it is, like you guys could see your reflection, like, look at that. That's, that's amazing. And, uh, using the extra steel is more expensive, but it's worth it because it creates strength and balance. The three nickel silver rivets right here, they're flush with the handle. Miss Jones, go and feel that. And then she feels it. "Wow, yeah." "They're flush with the handle, making them strong and sanitary." "These rivets are the same rivets used in airplane wings." If these rivets can hold together an airplane wing, guess what? Your knife is never gonna fall apart. Have confidence in that. The fourth feature is our very high-grade steel. Back in their hand. Boom. "This steel is expensive to use, but it's worth it because it has the best of both worlds. It has high carbon for edge retention, and it's stainless for beauty, making it sanitary and sharp." The fifth feature is our most famous. It's our exclusive Stay Sharp Double-D Edge. And, uh, let's compare the different types of edges. Work. So, we cut rope because it's stuff like vegetables and meats, but it'll not hurt your knife, knife's edge. And remember, Cutco is sharp, so be careful. And then you have them do the whole demonstration. First with their straight edge, have them cut all the way through the rope. I don't care how dull their knives are. Go back and forth. Have them cut through the whole rope. You want them to struggle with it because when they're struggling, they see how bad their knives are. And then second, their straight edge knife, their straight edge knife, it's going to probably be a little bit difficult too. By the way, I had some of my customers that were a little stubborn. They would sharpen their knives before I got there, and they would like even sharpen them on the spot. It was so funny. And then they used that, and then they use Cutco, and Cutco still beat it. By the way, some knives that customers have might be good, but remember, they're gonna have to buy those knives over and over and over again. So, they're going to end up spending a lot more money anyway. So, it's always better for them to have Cutco rather than anything else. That's how much confidence I have in the product. I don't care if they have the Shun set. I don't care if they have the Wüsthof set. I don't care if they have the Zwilling J.A. Henckels. When they have Cutco, they're going to save money. It's going to be more efficient. It's going to be more fun. It's going to be passed down generation to generation. And it's, it's really high quality. I don't know about you, but I'd rather drive a Ferrari versus, um, a Honda. And you guys can sell your customers a Ferrari for the price of like an Lexus, which is really, really nice. Uh, that's a good analogy for you. Uh, so, that's what you guys really got to understand. If you're getting "too expensive" a lot, it means you just need to build more value.

Okay, everyone clear on that? Great. The next one, um, I want you guys to really focus on is if your customer is saying they can't afford it. Anyone get like, "I can't afford it," anything like that? Cool. So, if they're saying they can't afford it, this is more of like a mental one for you. So, you need to understand this psychologically yourself. If someone lives in a house, they can afford Cutco. The average price of a house where I sold Cutco when I was new was about 200, uh, $250,000 to $300,000 in the Burbank, Oakland area. So, let's say I'm going to do an example for you guys. Let's say a $300,000 house, very average, middle-class neighborhood. $300K. Do you guys remember what percentage a homeowner puts down to get a house from training? You guys remember what percentage? Off mute and share. What percentage? 10%? 10% is low. On average, though, an average American will put 20%. 20%? Yeah. Reason why is because then they have a lower mortgage, and it, it ends up being better that way. So, $300,000 times 20%... does anyone know what that is? How much are they putting down as a deposit on a $300,000 house? $60K. $60,000. So, I want you guys to write down $60,000. Write down the number. Imagine writing a check for $60,000. That's what a homeowner is doing when they are buying a house. So, if they have a house, they have money. Because, guess what? Are they spending every single dollar, nickel, and penny in their bank account to put down a down payment on a house? No. Because they also got to furnish the house, and they also got to get all these things for the house. Oh yeah, and then they also still have bills, and they also have to get food, and they also have all these, uh, payments. So, homeowners have money. So, if they're ever telling you they can't afford it, this is a mental game for you. They're trying to see if they can shake your confidence. Guys, most people can afford the Homemaker, maybe not all at once, but at least on the five-pay. Or I sold Cutco, I sold Cutco in the Burbank, Oakland area, very middle-class neighborhood, and we were selling Homemakers and Galley sets like hotcakes. $257 a month for the Galley, plus $619 a month for the basic Galley, or $357 per month, or $281 per month for the, the basic Homemaker. Guys, $300 a month. $300 a month. Let's just do some quick math. $300 a month divided by 30 days. Or let's say $357 for the Homemaker set. $357 divided by 30 days, that's $11.11 a day. If I could rent out a Homemaker Plus 8 set to your customers for $11.11 a day, would they do it? They would because they're gonna fall in love with it, they're gonna keep it. Guess what? They only have to do that for five months. $357 for a homeowner is not much. You guys know what the average grocery bill in America is nowadays? Does anyone know? Average cost of groceries per person per month? Not per person, but I thought it was like $250 total. H, it's, it's more than that. So, let me educate you guys. So, the average American household spends around $475 per month on groceries, or $5,000 a year. Uh, and then if we look at Illinois, average monthly cost of groceries per person is $327 per person. So, let's do some math. If you are seeing someone that has two kids, it's the husband and wife and two kids, that's four people. $327 times four means that for groceries monthly, they could be spending anywhere from $475, like that first little paragraph I shared with you, to $1,300 per month on groceries. They could be right in the middle on that. That could be $1,000 per month. Me and my girlfriend together will probably spend, um, $600 a month on groceries, maybe closer to $650, depends on the month. Um, but guys, I'm not even married, I'm not even a homeowner, and I'm not even over 30. So, I'm not even a target customer, and that's what we're doing. So, realize that if you're seeing someone that's married, over 30, and owns a home, they can get a Homemaker. So, they might have tried to convince you that they couldn't, but they can. If their refrigerator broke today, would they dig a hole in the ground and put their food in the, in the hole in the ground and put ice in there? Or will they go buy a new refrigerator? They're going to go get a new refrigerator. If you guys need some help with this, go to Home Depot. We're going to go to Home Depot.com. Hope you guys understand this. Let's look for a refrigerator. What are the prices of refrigerators? If your refrigerator broke today, you got this refrigerator for $1,300. This one for $2,600. This one for $1,800. They'll maybe get this one for like the garage, uh, this one's $800. $1,000. $2,000. $1,300. $2,000. Um, $1,200. And these are like special buys, so these are like on sale too, by the way. This white fridge, maybe in the garage or in the basement. Um, but you guys could see. Let's see if we go to the most popular ones, like the top sellers. Okay, cool. Those are top sellers. Most popular. Most popular fridges. We've got this one for $1,000. This one's $3,000. Wow. This one's on their most popular list. It's $99,000. And people are getting it because on their most popular is based off of how many they're selling. $88,000. $8,000. Why do people spend more money on a refrigerator? Because it's, it's going to last longer, because it's more high quality. So, just know that people spend money on things that they need. If, if someone had a flat tire, are they going to be like, "Oh man, I can't drive to work. I'm gonna have to walk to work." Are they going to go get a new tire? They're going to go get a new tire. So, if you need to get a new tire, could be easily $400 just for a tire with installation. And that's less than or that's more than the, the, the monthly payment on a Homemaker Plus 8. Um, and guys, if, if you're, if they truly can't even afford a pairing knife, then they're probably not someone you should be seeing in the first place. So, really keep that in mind. Cool.

Now, let's talk about the objection of "too many pieces." Anyone get something like that? "It's too many pieces for us." I think Natalie said that one lady said it was too many pieces, right? Um, so, what I want you guys to do is go to page six in your manual. Page six. And realize that your presentation is designed to help them see value in each piece. They have to see the versatility. So, what I want you to write down on the top of page six is, "Mrs. Blank, what would you use your blank knife for?" I'm gonna put in the chat box, "Ms. Jones, what would you use your blank for?" And you want to ask that question after every knife. So, after you read about the pairing knife, you're gonna say, "Hey Mrs. Jones, what would you see yourself using your pairing knife for?" And then they're gonna say, "Oh, I'd use it to cut up potatoes." Or, "I'd use it to cut up strawberries or bananas." Um, and educate yourself on this stuff, guys. You should, you should have them give you a use per knife that you talked about. And if they say yes per piece, and they say they could use it for one or two things, they would find value in that piece, and it's not too many pieces. I want to help you guys understand something here. Um, so, on the Cutco website, if you ever want to like get better at selling like the pieces, I have a couple websites for you. So, here is a product details website. You won't be able to find this website online, but I'm going to send you guys a link in the chat box, so you can go and click on this link. If you feel like you're having a hard time selling a specific knife, then just really focus on on educating yourself on it. So, you can go over here and let's say you're having a hard time selling the turning fork. Let's go to turning fork. Boom. Where is it? Uh, turning. There's the carving fork, um, and then there's table knife. Okay, let's say, okay, let's say you're having a hard time with the carving, like carving fork, um, is also known as the bacon fork, the grandma fork, or the must-have fork. It pairs with the Carver for a perfect carving set. It's excellent at grabbing and holding, uh, so meat won't drop and, uh, won't drop or move. Uh, we did a 100-pound torque test, so it won't bend or break. You can use it with the turning fork, uh, or the other Cutco fork to transport large meat. It's perfect for shredding chicken or pulling pork. Fun fact: the fork is off-centered, so when you poke into meat like bacon, it'll hold. Uh, and I think they have it in as the tuning fork. So, tuning fork. Okay, anyway, if you're like, "Man, I'm having a hard time selling the, uh, the pairing knife." Also known as the air knife because it's typically used in the air. It's the most basic and practical knife for cooks and non-cooks. We make several different versions. Uh, it's perfect for anything smaller than a golf ball: peeling potatoes, strawberries, kiwi, coring apples and pears, pitting cherries and grapes. Fun fact: it's 100% guaranteed for people that use it as a screwdriver. That's a fun thing to say too. Uh, I also like to go to Cutco's website. Don't do this on your demo, but educate yourself here. So, what you could do is find out like, okay, let's say you're having a hard time selling, um, one of the, the knives. So, you could go to kitchen knives and then you could go to, let's say, the petite chef. Over here, what's cool is if you just, uh, scroll down, there's going to be a "Uses" section, and it'll show you and give you a bunch of photos for different uses that you can use the knives for. Uh, where'd it go? Uses, right there. You can chop, slice, and dice onions, chop and mince fresh herbs, slice and mince garlic, remove fins and chop broccoli, trim corn off the cob, chop nuts, slice fruit and vegetables, chop leafy greens. So, like, educate yourself on each tool because when you could tell them, or when you can ask them, "What would you use your chef knife for?" and they say a bunch of things, guess what? They'll buy it. But if they're like, "Oh, I don't know what I would use that for," then what you want to do is you want to pause and say, "Oh my gosh, Miss Jones, I'm so sorry. Let me, let me go and explain that to you one more time." And what I do is I'll just go to my blue book and I'll like turn it towards myself and them at the same time, and I'll just read what's on the description right here. So, like, let's say they say, "I don't know what I would use my spatula spreader for." I'll say, "Oh yeah, Miss Jones, that spatula spreader is really great for icing and cutting and serving cakes. It's really good for cutting and serving lasagna and pizza. It's also really great for slicing and removing pie, and it's ideal for sandwiches, so tuna sandwiches, peanut butter and jelly, anything for the kids." Which one of those sounds like you use it for? "Oh, you use it for making kids, uh, making sandwiches for the kids." Great. Um, so, you guys see how like I'm really reinforcing each tool? And if you can reinforce each tool, guess what? Then they're going to see value in the set, and then they're going to buy a set, and then it's going to help you hit a promotion. By the way, is a customer better off with more Cutco or less Cutco? More. Why? Because guess what? If they only get one knife or two knives, they're going to use those like way too much. They're going to dull down quickly, and they're going to wish they had more Cutco. And remember, as they, uh, when they buy individually, it's going to end up costing more anyway. So, when they buy it as a set, they get the right tool for the right job. It's discounted, so it's cheaper. There's like a built-in 10% discount. It's also safer because it comes in a block or a tray. And guess what? When they get a set, you could give them a bunch of free stuff. I don't know about you guys, but I would rather help my customers get a bunch of free stuff and get a really great deal rather than getting just one or two pieces. And if they could afford it, which they can, make sure you ask them with confidence. Cool.

So, that's the, uh, "too many pieces." Anyone get the objection of, "Oh, my knives are fine"? Anyone get something like that? Cool. Alex, you got some of that. Uh, you guys will all run into this. Uh, I, I've been, I've probably done close to like, what, 500 appointments at this point. But if someone says, "My knives are fine," what you need to do is focus on the junk knives page. So, you need to focus on page three. So, everyone go to page three really quick. Page three, disadvantages of common knives. And that would also be equivalent to this page. So, by the way, you need to find out what they have in their drawers. So, whether you're doing in-person or virtual, you need to find out what they have. So, on page, uh, two, when we say, "Miss Jones, we're going to need your favorite straight edge, straight edge, and a steak knife," whether you're doing in-person or virtual, have them take out their favorite pieces because then you know what to focus on. If their pieces are wood, you know what to focus on: how gross the wood is. If, if they have plastic, you need to focus on the plastic. So, really, really make sure that you're doing this the best way possible. So, let me help you guys understand how I do page three to really sell Cutco. So, we finished off with the line that says, "Let me show you where we got the idea for Cutco." Mrs. Jones, "Most people have the world's most expensive set of knives." And guys, and then I'm just starting to point to this drawer right here. I say, "Mrs. Jones, does this look familiar?" And she's like, "Yeah, that looks familiar." Okay, cool. Well, um, because the average knife set is designed to last two years. So, most household, most households waste a ton of money replacing cheap knives over and over. You probably know this better than I do, but cheap knives have a lot of problems. There's two types of handles. Wood handles are attractive when new, and I'm pointing, I always point. They're attractive when new, but they're extremely unsanitary. Guys, you need your body language. Your body language is really important. They absorb liquids, bacteria, grease, germs, and they retain odors. In several states, restaurants don't use wooden handles because of sanitation concerns. Guys, remember that. Wooden handles are really sticky, slippery, slimy. That's that bacteria that's just festering in the handle. One of my managers when I was a new rep and I was learning how to be a, a manager, he had me watch him run training. And they just had a set of knives, like donated by one of their customers. It was like a really low-quality set, and it had wooden handles. And the wood was like falling apart. And what they did in training, I'll never forget this. They took one of the Cutco knives and they started to split open, and they like used the cleaver to split open that wooden handle knife, and they split it open. And as soon as they split it open, a maggot crawled out. It was one of the most disgusting things I've ever seen. And I was like, I, I wanted to vomit. But as soon as I saw that, I went home, and my mom has like this one wooden handle knife that she like swears by. She loves it. I was like, "Mom, like, you don't know what's in there. Like, it's super gross. You need to throw that out." And she's like, "Okay." Like, I was like, "Mom, I go to school for molecular biology. I know what's in there. It's really disgusting." Guys, diseases spread through wooden handles. Like, wood is a very porous material, so it's going to absorb everything. So, if it's absorbing the blood from the meat, or the grease from the food, or like the pesticides, or the salmonella, guess what? All that's just sitting in the handle. And unlike a sponge, you can ring out a sponge, but you cannot ring out a wooden handle. So.

It's just going to sit in there and get really, really disgusting and really, really unsanitary. Wood is one of the most unsanitary surfaces that you can ever use. I, I get really disgusted by it, and, uh, just know that it's, it's not me. Like, sure, it might look nice, but it's just not meant to be used for kitchen knives, especially after all the research that's come out.

Oh yeah, also, fun fact: the University of Wisconsin-Madison, they did a study and they found out that there's more bacteria in a wooden handle than in a public toilet. Like, that is disgusting. At the end of this page, your customers should want to throw away their wooden handles. If you're not making them want to throw their knives away, you've got to make sure that you're doing it better. Because, guys, our job is to help people get the best investment in their kitchen. And if you don't believe that Cutco is the best investment, take it from me. I'm not even a mad customer, and I have an ultimate set in my kitchen. I love Cutco. I don't even cook every day. We cook maybe like three times a week, maybe probably less, um, and we love Cutco.

Question, quick: Did you say a public toilet seat or just toilet seat in general? Public toilet. Public toilet. Disgusting. Yes, exactly. It's, it's more, uh, more bacteria than a public toilet. Uh, and then plastic handles, they're usually cheaply constructed, so they melt, chip, crack, and break. Remember how slippery, like, plastic handles are, guys? One thing that you should understand is when a knife has a partial tang, uh, it has a lot less steel, uh, so it's weak and unbalanced, so it breaks really easily. Just like it says in the manual. Let me show you an example. So here's a plastic handle knife. Do, do we know how much steel is in this knife? Can you guys see how much steel is in the in the handle? No, you can't. So how much steel do you think is in the handle? How far do you think it goes? Do you think it goes all the way down? Think it goes over here? Over here? Over here? Want, who wants to guess? I would say quarter to half tang. Yeah, it's, it's probably right over here. Why do they do that? They do that for two reasons. Number one, they want to save money on steel. If they're saving this much money on steel, guess what? They get to make more knives, sell more knives, make more money. But also, it's this short why? Because when you put enough force on it, it's going to break extremely easily. I won't break this one because I use it for training, uh, but it'll break very easily. And you guys probably see knives like this break all the time. Um, and it's, it's, it's this theory in in sales that they call planned obsolescence. Planned obsolescence is when a company specifically designs a product to break easily. I want to ask you guys, what other product do you have likely in your home or in your hand or or next to your desk that has planned obsolescence? Most newer cars. Yeah, that's definitely for sure one of them. Parts of cars, they can last a lot longer than they do. But I'm talking about your phones, um, home appliances. Great guess. I'm talking about your phones, though, guys. Do you think the engineers at Apple are smart enough to to design a screen that doesn't? Yes, they have. They're a trillion-dollar company. They have in engineers, designers, and products and materials that are tough enough, and people that are bright enough to build a screen that doesn't break. Why do they not say that their screens are indestructible or sell screens that are indestructible? Because they want you to buy another one over and over and over again. Planned obsolescence. They don't say it's, it's not going to break because they want you to buy Apple Care. They want to make the repair industry a business. They want you to replace it. Oh yeah, also, when you get the new iOS update for those of you that have iPhones, what happens to your phone? If you have an older phone, is it still really fast and the battery lasts really long? Alex, I see you shaking your head. What, what, what happens? Thing slows down to like a turtle, like a snail's pace, and dies fast. Yes, it's, it literally goes down to was snail's pace and it dies faster. Apple got sued for this and they lost because they said, yep, our our software isn't designed for the old phone. So when you update your old phone to the new software, it's gonna die faster and it's gonna go really slow. And so therefore, you're like, okay, now I gotta go get the new iPhone. You're spending another thousand every two years or every year. Um, I literally just up, up, updated my iOS to the new 18 and I'm me like the beta one with like the whole new Siri, and it just like, it dies insanely. I have to charge this thing like four times a day, and I got this phone last year. It's an iOS 15 Pro, and it's frustrating because they said it's supposed to be good with the new iOS and it's supposed to be good with the new Apple intelligence thing that they have. But that's another story for another time. Planned obsolescence. Knives do the same thing. Cutco, we spent the money to make the investment to make it a really great product. Other knives, they want their knives to break. Again, that study was by the University of Wisconsin-Madison for the wooden handles. W. Madison. Um, also, let's talk about the steel. Oh yeah, let's talk about first the rivets. Rivets of wooden handles are made of brass. Brass will expand, contract, and loosen. Guess what? If something is expanding and contracting, food gets stuck inside there, grease gets stuck inside there, and it will rot. It will fester with bacteria, and it's going to be really disgusting.

Next, carbon steel. Guys, if something is rusting and corroding, where is that going? If it's a knife and you're using a rusty knife, where does that rust go? Your food. In your food. In your food. I'm sure there's better ways of getting iron into your diet. Customers love that joke, by the way. Mr. Jones, I'm sure there's better ways of getting extra iron in your diet than using a rusty knife. Stainless steel. Stainless steel looks good, but it's a soft metal, so it won't stay sharp for long and is difficult to sharpen. Do you guys know what's made out of stainless steel? Your spoons and forks in your kitchen. You guys ever bend a spoon? Do you know how soft that metal is? This is stainless steel. I could bend this and it's not going to go back into shape. You know what else is made out of stainless steel? Razors that you shave with. Guys, razors need to be replaced after three or four uses, sometimes even more frequently depending on how much you, uh, are using it for. I can't even get this back in the shape. Sorry, knife. It's okay, we have Cutco. Um, but think about it. A razor made out of stainless steel, uh, metal is cutting hair, and you need to replace it every three or four uses. And it's cutting hair. What if, think about it this way, the same steel is being used to cut food, onions, chicken, meat, on a cutting board. That thing is going to be dull in weeks. Like, knives are such a, like, the industry. I will, whenever I see knives in like a store, I always like, I'm appalled. I'm shocked because of how bad they're, how badly they're created and how fast they need to be replaced. I will never, ever, ever, ever, ever, ever, ever, ever buy another knife that's not Cutco. Only Cutco for me and for everyone I know for the rest of my life. Why? It's a great product. I love it. Works really, really well. Then the edges thing. The straight edges rip into, tear your food, and they cannot be resharpened. Straight edges, they make a smooth with smooth cut, so they have to be sharpened constantly to remain effective. Do you guys remember when Drew Frank, uh, asks how often you need to replace a straight edge or how often you need to sharpen a straight edge knife? After like every use. After every use. Natalie, exactly. Do you think people are sharpening their knives after every use? No. People don't even want to freaking clean their dishes. That's why they get a dishwasher. And of course, that they spend the money on that because it's convenience. People buy things out of convenience. Guys, having good knives is convenience. You don't need to sharpen them every single time you use them. Cutco lasts a long time. And if it needs to get sharpened or replaced, guess what? We'll do it for free.

Now, by the way, let's go to page, uh, um, well, let's stay here for a second. Um, I wanted to ask you guys this. This is a question I like to ask my customers. At the bottom of page three, I say, Mrs. Jones, if you were to design your, like, dream knife, like your, like a perfect knife, what kind of features would it have? Mr. Jones, if you were to design your dream knife, like your perfect knife, like if you were to design it yourself, what kind of features would it have? Let me ask you guys, what kind of features would the knife have if you were to design a dream, your, your dream knife? Go and hop off mute, share with me some things that you'd want to have. Never get dull. Never get dull. Great. What else? Does it need to be sharpened all the time? Doesn't need to be sharpened often. Great. What else would you guys want it to be comfortable? Yeah, comfortable to like, hold for long periods of time. Comfortable to hold for long periods of time. Great. What else? Especially, especially with getting arthritis. I'm getting arthritis in my hand and, yeah, yeah, I definitely want that. You, you want it to be great for anyone with arthritis or carpal tunnel. Awesome. Tell me more. What else would you guys want? Sanitary. High quality. Sanitary. Made in America, for sure. H, I wonder, I wonder what we're about to go over on page four. Mrs. Jones, guys, everything that someone wants in their dream knife set is what Cutco is. Literally everything that they would describe is Cutco. You should have a lot of confidence now knowing that everything that people want is what we have. We've changed our product over the course of time. It's been perfect, uh, since I think 2011. We haven't updated it since 2011. It's been perfect, and we've made it like better and better and better and better and better, like over the last 75 years. So really keep that in mind, guys. What we sell is the best product that money can buy. I'm happy to make the investment in Cutco myself. I bought a lot of Cutco myself. If you're in the office, you've seen it, and I love it so much. I don't even use all of it all the time, but I'm happy to be able to. I give away Cutco as wedding gifts. I was just at a friend's wedding this Saturday, and I gave him Cutco as a gift. Like, I love gifting people Cutco. I love giving away Cutco. I love using Cutco. Like, Cutco is is amazing, and people love it. And I'm not even married over 30 and own a home. If I, if I was married, had kids, and was cooking every day, I would even like, I'd be tripled the amount of energy right now, but I just know how great it is. So that's how we handle the junk knives. If someone ever says, my knives are fine, crush page three, just like I showed you. Now, if someone ever says they own another high-quality brand like Henckels, Wüsthof, or Shun, guess what? This means they already know high-quality knives and they understand the value. So what you want to do is supplement their set with what they need. I always liked selling them something with a double-edged. I always liked selling them at least the trimmer or petite carver. I always love selling them a spatula spreader. Henckels, Wüsthof, Shun, they don't make a spatula spreader. I don't sell them a chef knife. That's what those brands already make really well. I sell them a slicer. Henckels doesn't have a good bread knife. I sell everybody, every single time, the table knives. Guys, I love the table knives, whether it's the stainless steel ones like this or the steak knife or regular table knife. I sell these on every single demo. Regular, either the regular ones or the stainless steel ones. Why? Because I know how much they're used. Guys, I have 12 table knives at my house. There's only two of us at home, me and my girlfriend. We don't need all 12, but we use them, and they're, they're always in the dishwasher, they're always in the sink. So if you wrote up three knives, let's say you wrote up a trimmer, a spatula spreader, and a slicer, and eight table knives, that's a really good order. So you should be selling that to everybody. Really, really keep that in mind.

Next thing I want to cover with you guys is, uh, I want to teach you guys something about, uh, we, we'll go over a couple more objections. Um, all right, cool. If someone ever tells you they want to think about it, they want to get something like that, I want to think about it, or like, not now, I want to get that objection. Think about it. No, not right now. Okay. So I want to teach you guys how a Cutco week works. Um, a promised order, a promised sale is a no-sale. Write down in your notes: promise orders equals no sales. Promise orders equals no sales. So if someone says they're going to buy a homemaker on, and you wrote up your prices just like this, you got the prices, got the arrow, the five pay, oh, I forgot to circle the five pays. It looks familiar, guys? Something that you do on your demos? Cool. No matter how much they mean it, no matter how much they love Cutco, they are not going to get it tomorrow, next week, or next month. Why? Because of what's called the folding memory at your demo. The value for the homemaker is greater than the price. I want you to imagine the sheet of paper is the value of Cutco. The value has all of the details. It's greater than the price. The price is just a little bit right there. Now, as soon as you leave and pack up your stuff, they are not seeing or touching T in Cutco. The value cuts in half. The value cuts in half. The price stays the same. Every day that passes, they forget more and more about the product. And then, let's say next week or next month, the only thing they remember about Cutco is what? What's the only thing that they remember about Cutco? Price. The price. The price. Oh yeah, let's say another month goes by. They even forget that they could split it up on payments. This is all they see. This is all they remember. So realize that a trimmer today, I would rather sell someone a trimmer today than a promised homemaker sale tomorrow. As long as they buy one thing with the double-edged, it keeps the value of the product in their mind and in their hand and in their kitchen. So it's an easy decision to call you later and get the rest of the set. As we can discount the homemaker later for the pieces they picked out. Like Natalie, I love that you're 100% closing ratio because they're going to fall in love with Cutco. Your brother's going to fall in love with Cutco. His neighbor is gonna fall in love with Cutco, and they're gonna want to get more. You're gonna call them back in in in eight weeks or Christmas time, and they're gonna want to get the rest of the set. And guess what? We're going to discount the homemaker later for the pieces that they already have. And plus, it reserves that buy now bonus so they could still get the free stuff later on. So sell them sets or sell them something. Sell them sets or sell them something.

Anyone get the objection of, "I need to talk to my spouse"? Anyone get anything like that? "Need to talk to my spouse." That means you're seeing both spouses together, which is great. But if you're ever getting the objection, "I need to talk to my spouse," it's similar to that, "I need to think about it" objection. But guys, think about it this way. If you showed the demo just to Mrs. Jones, and Mrs. Jones says she needs to talk to Mr. Jones, and she's like, "Oh, I'll talk to him about it later, and I'm going to tell him that I really want it." When Mr. Jones comes home, and Mrs. Jones says, "Hey, honey, uh, I saw these really nice knives from, uh, from this guy, Alex. Uh, the presentation was really good, and I really want them. Can I spend, uh, can I get the knives?" What's the first question that he's gonna ask her? How much was it? How much? And she's gonna say, "Honey, honey, honey, don't worry, it was only $1,600." And he's gonna do this. No. Why is he gonna do that? He has no built-in value with the product. It's just saying he has no built-in value. He has no idea what he's paying for. He hasn't seen it. There's no way that he's gonna say yes. So I always recommend the 15-day trial spousal guarantee. I call it the spousal guarantee. If the husband's not there, so I say, "Mr. Jones, most of our customers, they like to make a decision, uh, as a family. So that's why we have the spousal guarantee. It means that you can try out the set with your husband for 15 days to make sure he likes it. If he doesn't like it, you could send it back and get a full refund." So that's the guarantee. So guys, with, with all those guarantees, that's how you handle the objections before they come up. Does that mean that you'll never get an objection and everyone will buy the homemaker? No. It just means that you'll answer most of their concerns. And if they still say no, at least they'll give you the real objection or the real reason for saying no. Either they can't afford it, or it's too many pieces. In that case, you either have two options: you give them a better deal, or you drop down. Give them a better deal, or drop down. If they say they can't afford it, give them a deal. If they say it's too many pieces, drop down. That's it. You guys see how simple this is? They say they can't afford it, just give them a deal. And if they say it's too many pieces, just drop down. That's it.

Now I want to teach you guys how to make your own deals. Because when you think about it, you might like be in the middle of a demo and you're like, "I don't know how to do this. I don't know how to do a deal." Uh, and it's actually a lot more simple than than you think. And to best help you out with this, I'm going to teach you guys something called the secret weapon. So the secret weapon is pretty nuts. Some of you are going to be really mad, mad at me for teaching you this now. And you're like, "Jacob, why don't you teach this to us in training?" And it's because we don't have enough time to teach you everything in training. So I want to teach you guys the secret weapon. The secret weapon is essentially what we call our trade-in special. So this is something that some of you might be excited to share with your customers today for your appointments. And, uh, next time you guys might be in office, we could get this printed out for you. But this is something that I want to go and, uh, describe for you. So this is called a secret weapon. I'll give you guys the link to this in just a second. Okay, cool. So everyone see my screen? Cool. So the trade-in special, we call it the secret weapon. If you're doing it virtually, you just call it the, uh, um, friends and family discount. But if you're doing it in person, you call it the secret weapon. So the trade-in special gives the customer a great deal on trading in some old knives. Use the trade-in special if the customer already has some decent knives, or if the customer doesn't seem motivated by the normal buy now bonus, or if the customer feels like they can't afford a set. Here's all you got to say. It's an explanation. It says, "Get excited. You say, Mr. Jones, I could see that you really liked that set, and I know it might be a little bit too much money right now. So we have a special program that we're offering today called the trade-in special." Again, if you're doing it virtually, you just call it the friends and family discount. You ask them then this: "If you were to sell your knives at a garage sale, how much do you think you'll be able to get for them?" And then I want you guys to to hop off mute and share with me what do you think most people will say? Maybe like two, 300? Lower. Like 10 bucks. Yeah, 10 bucks, 20 bucks. That's, that's the most they'll get for them at a garage sale. They will, they would want to get 200 bucks, maybe 300 bucks, maybe, but there's no way they're going to get that much out of a garage sale. No one's going to pay that kind of money. Um, so with this trade-in special, what I could do is actually buy your knives from you, and it would take some money off the set, bringing it down to blank instead of blank. How does that sound? They say no. Of course, you could still put that on a payment plan, interest-free, making this set only blank per month on a five pay. How does that sound?

So here's how that all works. So I'm going to give you guys the, the, like, show you on my sheet of paper here. Um, so here is my sheet of paper. So when we're writing down the price, let's say we're trying to sell a homemaker, Mr., Mrs. Jones, or, um, the homemaker plus. So the great thing is that it doesn't cost $4,000. In fact, it doesn't even cost as much as the book price of $3,000. The homemaker plus eight set is only, let me jot this down for you, Mr., Mr. Jones. And then we're going to go right down the price, circle the payment plan, and I'm going to show it to them. I'm going to say, "It's only $1,613 paid in full, which includes shipping. Most of our customers take advantage of our five-month interest-free investment option, which is only $357 today and includes tax. We have a bonus where when you buy now, I can give you a matching kitchen tool set, Entertainer pack, or Super Shears for free. Which one do you like the best?" Super Shears. Great choice. Mr. Mrs. Jones, I wouldn't be doing my job if I didn't ask. Would you like to try out the homemaker plus eight today and get your free Super Shears? SP on N. Let's say they say no. Uh, I would say, um, "No problem. What about the homemaker set? Are you unsure of?" Let's say they say, "It's too many pieces." That I'm simply going to read. I'm going to handle the objection first. So I want you guys to like, really follow, keep, keep this in mind. I say, "I completely understand. $1,613 is a lot all at once. That's why most of our customers split it up over months, interest-free. It would only be $357 per month. How does that sound?" Let's say they still say it's too expensive. Here's where I implement the trade-in special. So I, I took this screen down for a reason, so I can, I want you guys to just like, intellectually and like conceptually understand it. So I say, um, "No problem. Um, Mrs. Jones, I could see that you really like that homemaker set, and I know it might be a little bit too much money right now. So we have a special program that we're offering today called the trade-in special. If you were to sell your knives at a garage sale, how much do you think you'd be able to get for them?" And then that's Siri, go and tell me the answer again. 10. Like 10 bucks. Yeah, that's usually what most people pay at a garage sale. Right now, with this trade-in special, what I could do is actually buy your knives from you, and it would take some money off this set, and, uh, it'll be able to take, uh, $292 off the set, bringing it down to, check this out, Miss Jones, $1,321 instead of $1,613 today. How does that sound? And let's say they say, "Oh, not too bad." Now, if they say, "Ah, it's still, still a bit too much." I say, "Of course, you could still put it on a payment plan, interest-free, making this set only, check this out, guys, $293 per month for five months. And then, uh, that's on on a five pay. Now, I can't give you those shears for free, but what I could do is save you almost $300, and that, that would make your your set only $1,321, or $293 on a five pay. How does that sound?" And they're like, "Wow, that's great." So notice how many times did I ask them for the order? I asked them once. They said no. I asked them what their objection was. They said too many pieces or too much money. I handled that objection and I brought up the, uh, trade-in special. I showed the $1,321. They said no to that, and then I offered them the, the payment plan. And then that was the fourth ask. Do you remember what I mentioned, uh, for those of you that were in my training on, uh, Saturday? How many times the average person says no before they say yes? Five or six. Four to five. Four to five. So by the time we already got to here, that's already four. So you should be selling now a homemaker on on the discounted price or a galley plus X. Question: How did you go from the $1,613 to $1,321? Yep, great question. I'll show you how to write that up in a second with the orders app. But this is, let's say they said no to this. Let's say this is the fourth ask. They said no. I say, "No problem." And then I read, uh, the bottom of page nine. So everyone go to page nine. "No problem. We have a lot of different options. I'm sure we'll find a set that's a better fit for you. I'll show you our galley set next." Then I show them the galley. I say, "Next is our galley set. It's a perfect starter set, and it'll take care of all of your needs. It comes with the, uh, paring knife for the, uh, trimmer for the small stuff, spatula for sandwiches, a meat knife, a serving piece, a veggie chopper, and a bread knife. It still comes with six table knives. It's only missing the three least used knives, and it still comes with your everyday knives. Instead of, uh, it's a few less knives for a lot less money. Instead of paying $1,613 for the, the homemaker set, that galley plus six set, let me drop this down for you, is only $1,159, or $257 per month for five months. And, uh, when you get this set today, I could still include the kitchen tools, Entertainer pack, or Super Shears for free. How does that sound?" And at this point, usually they're like, "Do you have a trade-in special on this set?" And then I say, "I do." Uh, and, and here's how I bring that up. I say, "Now, again, I can't give you those Super Shears for free, but what I could do is I could take off for this one, guys. I could take off $214, taking that set price down to $945, or on a payment plan that would only be $211 today. How does that sound?" And they're like, "Dang, they're pretty fired up about that." And look at, look how the prices fall: $357, $293, $257, $211. I'm getting a yes at this point. I know it. And I'm so confident in it because of all of the things I shared with you guys earlier, making sure that you nail the names and uses, making sure that you crush the junk knives, the features and benefits, the forever guarantee, all of these things, and then you bring in the trade-in special. Game over. I know some of you are probably a little upset with me because I didn't teach you this in training, but now it's going to be a game changer for all of the appointments that you have coming up next. So I'm gonna teach you how to write these up now. Does anyone want to learn about how to write these up? Can I get a thumbs up? Yeah, got some fireworks going on. Um, it's great. Uh, love the effects. Fantastic. So, um, and just so you guys know, all those prices that I wrote down are already on here. Um, so this full, full spreadsheet, I'm going to give you access to this. And if you're at home, obviously that's all of you. I would recommend that you print this out, and then you'll have it with you. Um, and then if you're at the office anytime soon, uh, we do have these at the office that you can get from us. But use them on your very, very next appointment. It's going to be be a game changer for you. Actually, Jacob, your math is a little bit off on that $945 on a five pay, it'd be $189. Yeah, just, just so you understand, everything with the payment plans already includes sales tax. And we include the sales tax for, uh, Chicago. So $945, just so you guys know, plus 12, that's the admin fee, multiply that by 1.1, it's $1,052. Divide that by five, that's going to be that $211. Oh, okay. Yeah. So we always want to include a sales tax in the payment plans. So I want to show you guys how to write this up now. So, uh, to write this up, really simple. Uh, you guys may have found this already. Uh, it's, it's a little, um, hidden up, but not really. Um, if you go to the bundles, you'll see a little section here that says bundles on your app. So you guys can all go to your app and notice that we have a trade-in price for all of our sets with table knives. So there's the homemaker trade-in for $1,321. All it is right here, you just click add to cart. Boom, it's all right there. And here it is. And if they want to change the color of the handles or the block, you're just going to click the block, change it to cherry, and if they want to change the, the knife handles, you could do update product colors to pearl and update. And then bam, you go check out, and that's how you do it. Also, same idea for the rest of them. So notice that the, let's go back to the shop bundles. Let's say they wanted to do it for the galley plus six. I'm going to go to the galley plus six trade-in. Boom, right there. I'm going to update the block to whatever they need. Boom, say they wanted a cherry. Let's say they wanted to do this one in red. Boom. And boom. Write that up. And then, uh, this is a very custom order, like as far as how to do the trade-in special. Um, notice that the table knives are separate, and this is an extended galley block, and then we have the table knives here included. So it's going to be a full galley plus six. Remember the, um, the thing about these trade-in specials, we don't give them any of the buy now bonuses for free. So no kitchen tools, no Entertainer pack, no Super Shears. Is everyone clear on that? Cool. So these are sick. I wrote up a bunch of these in my fast start when I told you guys I sold seven galley sets, it's because of this. Like, people were going bananas for a galley set for $21. Um, guys, that's over four weeks, that's $50 a week. People spend $50 a week on their gas. Like, they will love it. My customers that have the galley sets, they love their galley sets. So like, let, like, let my enthusiasm and conviction and certainty, like, transfer to you. If they want the same thing, by the way, they could do the same thing with the ultimate and signature too. So there, just know that like we have a really good deal on those as well. So they could get a signature for $2,059 or an ultimate for $2,901. It's, it's really, really cool. Um, and all you do is you add it to the cart and go, bada bing, bada boom. Is everyone clear on how to do the trade-in specials? Thumbs up. Super duper simple. Now you guys know how to do that. Guess what I also just did. Um, so what I just did, just to make sure you guys are really clear, is I just doubled your amount of dropdowns. I don't know if you know how, how valuable this is on your appointment, but doubling the amount of dropdowns is going to help you close a lot higher. When I sold Cutco at my last time doing demos was back in 2020. My closing percentage was 95%. I love selling Cutco because I was really good at it because of this dropdown special, the because of the secret weapon with the the trade-in special. So remember here's what we learned in training. You start off with the homemaker plus eight, then you go to the galley starter sets, one, two, three, bonus. So here's, I'm just going to abbreviate: Homemaker, Galley, starter sets, special number one, special number two, special number three, and then the buy one piece. You guys remember the staircase that I taught? Um, this is the original staircase. Now, what's really cool is you have doubled the amount of dropdowns. This is the old staircase. Remember, if a customer is saying no four to five times before they say yes, no, no, no, no, you'll be closing around right around here. That's where some of your orders have been. Now, check this out. Here's your new staircase. You have your homemaker, homemaker trade-in, galley, galley trade-in, starter sets, trade-in, one, two, three, and one piece. So now we have one, two, three, four, five. You're going to be selling a lot more galley sets in galley trade-in rather than specials because you had more dropdowns. Guys, this is all simply a science. It's simply a science. And now that we've created double the amount of dropdowns, you're going to do just, just as, uh, you're going to do a lot better with your closing on the on the sets. So use these today. Print that sheet out right now. And, uh, if you want access to the PDF of that, it might be a little bit easier to, uh, to look at the PDF, uh, version of it. I'm gonna send that to you guys in the chat box and just send it to your printer and print it off. It's going to be a game changer. Um, so I'm gonna go and pull up the tab. Boom. Friends and family discount, trade-in special, secret weapon. Cool. Uh, it's 4:25 right now. What I want to do is, yeah, here's the discounts. Boom. Copy link. Copy. Okay. Share. Copy link. Okay. Boom. G. Take that. That'll take you to the exact file. Um, should be able to be shared with everybody. Yep. Okay, cool. So, uh, what I want to do now is just give you guys a five-minute break before I go into the rest of our content today. And then after the content, we're going to do some phone calls, and then I'm going to go ahead and close this out. Um, so make sure you print this out. Now's a good time to print it out before your demos today, too. So I'll see you guys in five minutes. Adios.