SCHeduling Presentations

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Your success during your first week with Vector will be determined by: 

Quantity of MAC Appointments: It’s a numbers game! More MAC Appointments = More Sales 

Show your BEST CUSTOMERS FIRST! TOP 5 CUSTOMERS!!! 

• Don’t over-emphasize Cutco on the phone! The purpose of your call is to schedule an appointment. Cutco is incredible but they won’t understand how great it is until they see it! 
• Speak directly to who you want to schedule: Don’t relay messages through friends / spouses! 
• Don’t text to set up initial appointments: Not very professional / leads to miscommunication. Create the right habits and call! 
• Stress the fact that it’s not a question of buying or selling: Many people will tell you: “You can show me, but I’m not going to buy anything.”  Respond by saying: “That’s okay. I get paid anyway and I need as many appointments as possible.” 
• Always give a choice of two times:
• Correct: “What time is better for you, ___ or ___?” or “What day is better, ______ or _____?” Incorrect: “When can I show you?” or “Do you want to see my presentation?” 
• Set up a specific time: Tentative appointments generally fall through. 
• Schedule appointments 90 minutes apart: At first, it takes longer because you’re new and you know them well! 
• Not everyone will answer their phone: Use the 4:1 rule— for every 4 phone calls, 1 person will pick up. If you want to schedule 5 appointments, make 20 calls! 10 appointments = 40+ calls.... 
• Text if No Answer: “Hi, it’s _______, ______’s (son, daughter, friend)! I have a quick question. Are you available?” 
• Cutco owners are the best prospects: Always schedule appointments with Cutco owners. 
• Call in waves! Customers are home at different times of the day and night. Split up your phone time throughout the day to reach more customers. (3 waves generally leads to a full schedule). 
• Eliminate distraction— make sure you are in a quiet place when you phone. 
• Phoning = Working. Once your appointments are set, you’re done “working”— now it’s time to have fun and do some demos! 
• Urgency: Let your customer know that you are committed to your goal and you have a deadline! 
• Importance: Let your customer know how important your demo is to you. They will see you right away and they won’t reschedule on you last minute! 

Cutco is a line of high-quality kitchen cutlery and a few outdoor items. I’m sure you already have tons of knives, but I get paid just to show it to you! So, would ____ or _____ be better for you?

(If you’re nervous, smile and say: It’s really awesome knives! So what time is better for you?) 

That’s great! How do you like it? (pause). Awesome, well like I said, I am doing it for the training and I’d love to get your opinion and maybe some pointers. Plus, I get paid anyway. So, would ____ or _____ be better for you?

(If you’re nervous, smile and say: Great! Cutco rocks! So what time is better for you?) 

No problem, I’m really busy too, but I really need to do ____ appointments by _______, and I can make sure to keep it short. Is that a bad day or just a bad time? So, how about __________ at _____ or would __________ at _____ be better?

(If you’re nervous, smile and say: No problem! Which day is the least busy?) 

Not too long at all, my part is about _______ minutes. After that, it’s up to you. So, which time would be best for you, __________ at ______ or __________ at _______? 

Already Own It: That’s awesome! How long have you had it? Well, I get paid just for doing the presentation and it would be great if you could give me some pointers. Also, I can inspect your knives and help you send it back to get sharpened and polished for free. It would really help me out, so would _______ or would _______ be better for you? 

Busy: No problem Mrs. Jones, so am I. That’s why I’ll be in and out before you know it. So could you squeeze me in real quick at _____________ or would_________ be better? 

Or... No problem Mrs. Jones. Is that a bad day or just a bad time? 

Call Me Tomorrow: When’s the best time to get a hold of you? So you’ll be there at ____? I actually have an opening at that time that I really need to fill, is it okay if we just schedule it for that time?

Call Me Next Week: I can definitely do that Mrs. Jones, but I’m in a Huge Contest and I need to complete _____ presentations by ________. Is there any way you can Squeeze me in before then? 

Can’t You Just Say You Did The Demo? No, Mrs. Jones, I can’t lie to my boss. Besides it’s quick and fun and there’s no obligation to buy because I get paid just to do it. It would really help me out, so would ____ or ____ be better for you? 

How Long Does It Take? 40 minutes, but if after 15 minutes, you’re not interested you can just hang up on me! So could you squeeze me in real quick at _____ or would _____ be better? 

I’m NOT Going To Buy: No problem Mrs. Jones. It still helps me towards my goal just by listening. I’ll be in and out before you know it. I need to get in one more by ______ so would ________ or would ________ be better for you? 

I’m NOT Interested: No problem. You don’t need to be interested. I get credit just for showing you. I promise I'll keep it quick and you’d be helping me out big time with my contest and scholarship chances. So could you squeeze me in real fast on ________ at ____ or would ___ be better? 

Seen The Demo 100 Times! That’s great! So you could probably do it better than me! All I have to do is walk through some things on the website and you can give me some pointers. It would really help me out with my contest and scholarship chance. So would ____ or ____ be better? 

What Are You Selling? What I’m showing is called Cutco, it’s a great set of kitchen knives and gadgets. I know you probably have tons of knives but I get paid just to show it and it really helps me towards my goals. So could I schedule you for (day) and (time) or do you think (time) would work better for you?

The Phrase That Pays... 

“Mrs. Jones. I know you’re probably really busy but I need to do ______ appointments by __________ in order to hit my goal. Is there any way you can squeeze me in on _______ or is _________ better for you?” 

(SUPER UPBEAT) 

Hey __________? Hey _______ this is ______! 

Now I don’t know if my name rings a bell, but I’m a friend of Mr. and Mrs. Jones, how are you?! I hope I’m not catching you at a bad time, I was just trying to catch you before your night ended. The reason I’m calling is I had a virtual call with Mr. and Mrs. Jones the other day and your name came up! She said you were reealllly nice, and that you might be willing to help me out with something I’m working on for school! 

(SPEAK SLOWLY AND CLEARLY)

I go to _________ (school), and a couple of weeks ago I started working with a local company that is helping me earn some scholarship credit to help pay my way through school. The way it works is I get paid just to call you and walk you through our website for few minutes and go over some of the stuff the company has. Now all it is, is just a bunch of stuff for the kitchen, which I'm sure you already have a ton of. What’s really cool is that I get paid just for showing it to you, so you wouldn't have to be interested in the product and your friend Mrs. Jones even told me that she didn't know how interested you would be... she just said that you are just really really nice and that you didn't hate college kids too much :), and that you probably wouldn't mind letting me walk you through our online website sometime this week to help me out with the scholarship :) 

I know you're probably really busy just like I am, but in order to stay on pace for the scholarship, I need to do around 5-10 appointments a week, so would _____ at _______ work, or would _______ at _______ be better for you?

**CALL ME NEXT WEEK: Sure!! I can call you next week, No problem at all Mrs ___ but since i’m working my way through school, I have to complete ___ appointments by ___. Since __ isn't  good, is there any chance you can squeeeeze me in real quick on ___ at ___ or would __ at __ work better for you? **GIVE TWO TIMES ON TWO DIFFERENT DAYS** 

_______________ FIRM UP (ELIMINATE RESCHEDULES) __________________

Once Booked: Okay Great! You’re the best ________! Thanks so much! And this time definitely works for you, right?? Let me just write this down in my schedule, And Mrs. ___ could you just grab some pen and paper or your calendar so I can give you some quick information? I can hold… (HOLD) 

First, this is a confirmation number, it’s just so my  manager can keep track of my appointments. My confirmation number is ________. And my name is ________, and if you could just jot down that i’ll be calling you on __ at __. Oh and since we haven’t met, if you could just draw a big smiley face next to that, that way you’ll recognize me when I come on the screen☺ (LAUGH!!!) 

Also, I’ll text you my Google Meet info so that you have it the day of our appointment. The product I’ll be showing you is Cutco C-U-T-C-O, have you heard of it before?    

If Yes: Awesome! Do you have some? 

- Owns Cutco: Oh cool! Then I don’t have to show you everything again, I can just go over your guarantee, show you your upgrade options, and help you with any repairs if you need them.  

- Doesn’t Own Cutco: Alright no problem, well I get credit just for showing it so I can’t wait for our appointment! 

If No: Basically it’s a high quality line of kitchen cutlery, some outdoor items, some specialty items, a couple of things here and there. I’m sure you have plenty of that stuff, but like I said it helps me out if you just take a look. 

Anyways __ thank you so much, we're going to have a lot of fun! I’ll see you on ___ at ___!  

Pro Tip: Fight to schedule couples of any kind together. It’s 9/10 better this way.  

“Oh! By the way, if you see something you like, do you want your (wife/husband/fiancée/etc.) to be there in case y’all want to get it?”  

(Whether they say yes or no, I say this…)  “Okay! I was just asking because I was on an appt. the other day and the husband told me his wife didn’t need to be there, that he can buy whatever he wants… and after I did eeeverything and showed him the prices… he said he had to talk to his wife. And I was just like… *sigh* seriously?”  

(Let them respond to this and then offer two more time if they need a better time for the spouse to be there. To make it easier, I sometimes ask, “When is your (wife/husband) usually home?”)  

(DAREDEVIL: Right after the “30 minutes of leeway” line, I sometimes say, “☺ ☺ ☺ And hide your wallet when I get there.  Because I’m pretty good at what I do. ☺ ☺ ☺ [CHUCKLE]”  

Expert Level: Ask them questions throughout out the phone approach to build some strong rapport.   

Favorite Questions: "Where are you from?" "Did you grow up in the area?" "Do you know another language? (You have a cool accent.)" "You sound bubbly! Is that why Jannet said your nice? Haha."

**ALWAYS MATCH tone with the client(s); Speak Clearly; Remember to take PAUSES; and SMILE You want people to CLEARLY and CALMLY understand you, word by word; they’ll trust you more ☺  You sound more real when you PAUSE at the end of sentences