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WELCOME TO GRADUATION DAY

WELCOME TO GRADUATION DAY. Fill out Sales Rep Agreement (rep # is on top left) Fill out Day 3 Sign In Sheet Come see me with those forms, your schedule & sample deposit Role Play pages 8 to 12. WRAP UP DAY. Success is a choice Success is not up to your circumstances

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WELCOME TO GRADUATION DAY

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  1. WELCOME TO GRADUATION DAY • Fill out Sales Rep Agreement (rep # is on top left) • Fill out Day 3 Sign In Sheet • Come see me with those forms, your schedule & sample deposit • Role Play pages 8 to 12

  2. WRAP UP DAY • Success is a choice • Success is not up to your circumstances • “Life is 10% of what happens to you and 90% of how you respond to it” • Keys to success • Positive Attitude • Strong Work Ethic

  3. SUCCESS IS A CHOICE Two ways to do this job Show CUTCO or SELL CUTCO • Showing CUTCO • $10,000 (in income)/$19 appt = 527 appts • Selling CUTCO • $35,000 (in sales)/ave sale $250 = 140 sales@60% closing ratio = 234 appts

  4. CONTRACT REVIEW • Both base pay & incentive pay is called “commission” • Direct Deposit vs mailed cheque • 25+ (we want you to make sales) • Housewives are OK – make sure husband has a job • 1 on 1 is better for you – more $$$ • Qualified Presentation Report (QPR) Due MON

  5. CONTRACT REVIEW Other Job $5000 Earned $3500 Paid $1500 Taken for taxes $750 refunded at year end $250 CPP/EI Vector $5000 Earned $5000 Paid $0 Taken for taxes Deductions: Sample kit, Cell phone, Gas or Bus Pass, Business Meals, Conferences, Business trips etc. Example: $5000 Earned - $2000 deductible = $3000 taxable income Tax Tips: 1) Save ALL business receipts (need records) 2) When you reach $7500 in sales – start to save 10% off every cheque in a separate account

  6. 5 KEYS TO ACHIEVING A $10K FAST START • Plan Your Time Wisely • Memorize your Close (p. 8&9) and Reco Approach (p. 15). • Hard work ALWAYS pays off • Communicate all the time with your managers • NEVER give up

  7. EXTRA DAY FAST START PHONE JAM! • 3 or more demos set up gets an extra day in your FAST START! • 11 DAYS INSTEAD OF 10!

  8. RECOMMENDATIONS Customer Recommendations = Demos = Sales = INCOME! What is the #1 goal on each presentation? What is the #2 Goal? Why do customers give us recommendations?

  9. RECOMMENDATIONS How many reco’s do we average per appt? Example: 10 Practice Appointments x 2 Recommendations 20 x 2 40 x 2 80

  10. RECOMMENDATIONS Three Step Process: 1.) Ask for Recommendations

  11. Customers Name Customers #

  12. F RANK D F RIENDS R ELATIVES A SSOCIATES N EIGHBOURS K ID’S FRIENDS PARENTS D AY TIME PEOPLE

  13. ROLE PLAY – STEP 1 ONLY • Use your manual (eye contact will improve as you go) • 3 TIMES EACH, but get through more if possible • You may use the restroom or get water if you need to, but see how close to memorizing you can get it before we’re done

  14. RECOMMENDATIONS Three Step Process: • Ask for recommendations • Get Immediate Yes’s

  15. Customers Name Customers # Yes’s = Appts = Sales = $$$ 10 Yes’s = 7 Appts = 4 Sales x 250 1000 cpo x 20% / 10 yes’s $20/yes

  16. ROLE PLAY – STEP 2 ONLY • Use your manual (eye contact will improve as you go) • 3 TIMES EACH, but get through more if possible • You may use the restroom or get water if you need to, but see how close to memorizing you can get it before we’re done

  17. RECOMMENDATIONS Three Step Process: • Ask for Recommendations • Get Immediate Yes’s • Qualify Names & Schedule a Follow up Time

  18. Customers Name Customers # Y W friend E Tim Riggins Citadel 278-8855 H E Co-worker Ed Murphy 278-3596 Downtown N W D 604-4564 neighbour Hamptons Sophia Scott Y Hamptons H neighbour Mat Saracen Y 236-3679 D Co-worker Julie Taylor N E W 567-5688 Acadia D 345-1234 W Lyla Garrity friend Y Auburn Bay

  19. FINAL TIPS • Memorize approach by AT#1 at the latest • Break eye contact after Step#1 • Give them though joggers • Min 2 yes’s = peeler or 10 leads (names & #’s) • Suggest an address book or cell phone • Schedule a follow up time within 24-48 hrs • Put their copy on the fridge

  20. ROLE PLAY – ALL 3 STEPS • Use your manual (eye contact will improve as you go) • 3 TIMES EACH, but get through more if possible • You may use the restroom or get water if you need to, but see how close to memorizing you can get it before we’re done

  21. BREAK • When you come back: • Easy Money Contest • Order Writing

  22. EASY MONEY CONTEST • We’re looking to build our team with the BEST people • 2% of their first 2 years if accepted • Write down as many as you can (whole cell phone is ok, even if you don’t know them too well) • Star your top people CONTEST ANNOUNCEMENT!!! 40 names & numbers = Double Credit for 1 day this weekend 70 names & numbers = Double credit ALL WEEKEND TOP 2 people over 100 gets a Leather Packette!

  23. PRICE LIST Write your first and last name Rep # (top left of your contract) Office #1599 Office Phone Number: 403 243 4236 Address: #208-1615 10th ave SW

  24. Legend C = Classic W= Pearl White R = Cherry Oak Block B = Don’t worry about it until AT#1 =) No Tbl Knives No Tbl Knives ALL STARTER SETS ARE ON THIS PAGE!

  25. Page 8 – 9 in Blue Book

  26. 4 PC PLACE SETTING 1 Teaspoon 1 Soupspoon 1 Salad Fork 1 Dinner Fork 5 PC PLACE SETTING 1 Teaspoon 1 Soupspoon 1 Salad Fork 1 Dinner Fork 1 Table Knife

  27. Thermo Resin

  28. Only come in Black Rubber Handle Block or Tray NO KNIVES! Gift Box ONLY NO KNIVES!

  29. Regular Shipping = 2 to 4 weeks Express Shipping = 3 to 4 Business Days

  30. ORDER WRITING #1 02 02 12 1599 301…….. Taylor Dave

  31. ORDER WRITING #1 Homemaker +8 1 2018C 1718C 1 Kitchen Tools X 1501 1 X Vegetable Peeler 1295 00 00 x 10 1305 00 ROUND UP FOR CHILDREN’S WISH FOUNDATION 00 00 65 25 1370 25 274 05 x 274 05 274 05 274 05 274 05

  32. HOW TO CALCULATE CPO CPO = Commission Paid On Final CPO = CPO – (Points given away for FREE) Example 1 1250 – 180 pts TOTAL = 1070 FINAL CPO Kitchen Tools (155pts) Peeler (25pts) Points CPO 180 1070

  33. ORDER WRITING #1 Points CPO 180 1070 180 1070

  34. ORDER WRITING #2 1721C 1 Trimmer 1720C 1 2 ¾” Paring Knife 1 1768C Spatula Spreader 1 1729C Petite Carver Shears = 85 pts 5 pc Knife&Fork Tray = 20 pts Peeler = 25 pts 1 1728C Petite Chef 1 X 77C Super Shears 1 5pc. Knife & Fork Tray 1742 X 1 1501 VegetablePeeler X 450 00 CPO – Points = FINAL CPO 410 – 130 = 280 x 00 00 450 00 0 00 22 50 472 50 236 25 236 25 Points CPO 130 280

  35. ORDER WRITING #3 • Essentials + 5 • Shears FREE • White Handles • EXPRESS SHIPPING • Cheque 1-Pay • Alberta Tax

  36. QUOTING PRICES At the end of the demo, one of two things will happen: • They say “I’ll take it!” • They say “It’s a little too much”

  37. THREE TYPES OF REPS • Sells Homemakers or nothing • Sells only pieces • Sells Homemakers, Galleys, Starts and Pieces

  38. “CLOSE” DVD

  39. INVESTMENT OPTIONS • ALWAYS write out on paper • Bring a notebook/spare paper to demos • A confused customer will ALWAYS say NO • Always remember to AFTO afterwards

  40. ROLE PLAY – INV. OPTIONS • Use your manual (eye contact will improve as you go) • WRITE OUT INVESTMENT OPTIONS • Say YES to touchdown first time • Say NO to touchdown and YES to Galley+6 2nd Time

  41. 3 KEYS TO MAKING A SALE • Show PROSPECTS not SUSPECTS • Follow the Manual $$$ Phone Call p.21 $$$ Close p. 8&9 $$$ Recommendations p. 15 • A.F.T.O. (ask for the order)

  42. FULL DEMO REVIEW Follow along with your manual Be ready to write some notes Where do you park? Where do you sit? Where do you put your samples? When do you bring out your knives? Use your training manual  How do you hand the customers the knives? Review accessories

  43. HELPFUL HITNS • Always be confident • Enthusiasm is the key to persuasion • Always keep your samples clean • Nobody sells them all • Being new is an asset • Sit in the kitchen • Product conviction is key • Personal Appearance • Be in control of your blue book • Build rapport before jumping into the demo • SMILE  • Involve everyone • Always look to improve

  44. REGULAR OFFICE SCHEDULE • PDI – Personal Daily Interaction • MOST IMPORTANT part of the job • PDI is showing up for work • Easiest way to get GOOD really FAST • Advanced Training • Teach you how to get GOOD • AT#1 – Secret Weapon, have p.15 memorized • AT#2 – Bring all materials with you • Team Meetings • Best part about the job • Promotions, learn helpful skills, meet the team, TEAM NIGHTS, recognition! • Arrive Vector Time (15 minutes early)

  45. REGULAR OFFICE SCHEDULE • Field Training • Go and watch another rep do a presentation • Personal Consultation (PC) • 1 on 1 personal coaching • Division Meeting • Meeting with local offices, advanced learning, competition for trophies • Conferences • Biggest events of the year, 100 to 150 people. Learn from the best reps & managers across the country. HUGE competition for trophies • Team Activities • BBQs, movies nights, basketball/volleyball games, going out to eat, make sure you PDI and listen at team meetings for details

  46. ASSIGNMENTS • Make your first sale • Set up more appointments (2 after AT1) • Study (p.8 & 9 and p.15) • Check in after EVERY DEMO with your team leader • Bring all materials to AT1

  47. ANNOUNCEMENTS • CONTEST First set sale wins a PRIZE! Most yes’s from one appointment wins a Peeler • SPECIALS Homemaker Special – Free K. Tools AND Shears

  48. SUCCESS TIPS • THINK BIG • Set Goals • Get help/learn from mistakes • Five minute rule • Don’t give up • Positive Expectancy

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