3-Set Close
Step 1: Getting them to listen to it/Setting the Stage (after the entertainer pack video)
Mrs. _____, this is the part in the demonstration where I let my customers pick the set they want to hear about. You know more about your cooking habits than I do. I want you to hear about the one that sounds most appealing to you. These are our 3 most popular sets… (share slide 11: Homemaker +8 Set)
1st is the BASIC SET (Homemaker +8); This is the original set from the 40’s. It’s our basic set of knives. It’s for people who don’t cook a ton or just want a few basic tools. If you’re budget conscious this is a great package. (Share slide 26: Ultimate Set)
2nd is the COMPLETE SET (Ultimate +12); This is our complete set of knives. This is the set of knives everyone wants, but not everyone can afford up front; however, even if they don’t get it all at once, most of my customers end up with this set eventually. It’s our biggest discounted set because Cutco incentivizes clients to get everything all at once. It's the only knife set that comes with 2 paring knives, 3 chopping knives, & our full set of BBQ/Grilling Knives + 12 steak knives. It’s like having a full toolbox in your kitchen at all times. You’d rather have it and not need it, than need it and not have it, right? You’ll literally never need to buy another knife ever again. (share slide 25: Signature Set)
3rd is the FAMILY SET (Signature +10); For the longest time there was such a big jump between our basic & our complete set that customers wanted something in-between. So that’s what our Family Set is. The perfect in-between set. It’s great for families that cook a couple times a week. They took the basic set & customers added their 4 favorite pieces, and it comes with 10 steak knives as well! Those 4 pieces are:
Soft Foods Knife (Cheese Knife); this is great for sticky, starchy, and squishy stuff. It has holes so food doesn’t stick to the blade.
Next is the Mini Chopper (Petite Santoku); which is nice and light. It’s great to have 2 chopping knives in your set. One for bigger stuff and this one for your quicker jobs.
Then we have the Heavy-Duty Knife (Hardy Slicer); which is great for your partially frozen stuff, heavier jobs, or to cut through a rack of ribs or root vegetables.
Lastly, we have the Scissors (Super Shears). Like you saw in the video, these are awesome! Again, they come apart for easy cleaning and are dishwasher safe. BTW all our products are dishwasher safe too. We are high quality but very low maintenance.
(share slide 26: Ultimate Set) Now going back to the Complete Set, so you can see what you’d be missing. You get the basic set, as it is in all 3 of the main popular sets. It also comes with…
4” Paring knife; 2nd paring knife that’s great for bigger stuff. So, you get the small & the large paring knife in the set.
You get the BBQ tools, which are…
The Boning Knife; great for raw meat cutting.
In-Kitchen Filet/Thin Slicer; great for fruits like watermelon, cantaloupe, or pineapple. Also works great for slicing meats thin like salmon, brisket, pork loins, etc.
The Heavy-Duty Cleaver; for the really tough/frozen jobs, disjointing, separating racks of ribs, or even tenderizing meat.
The other choppers that you get are the Santoku Chopper & Veggie Knife. The reason we have 3 chopping knives in this set is because it's the most used knife in the kitchen, so you never have to worry about sharing it. Or if 1 or 2 are in the dishwasher, you have at least one more ready to go!
Step 2: Having your customer pick a set
So now that you know the differences between our 3 most popular SETS, based on your cooking at home, which set would you like to learn a little more about today?
if they are debating, say this: I notice you are debating between the Family & Basic Set. What I’ll do is go ahead and describe the Family Set because all the pieces in the Basic are described in the Family Set. Then if you don’t like the price of this set, we can just jump down to the Basic Set, and you will have already heard all of the pieces. (Head nods are important)
if they choose the Homemaker: (continue demo as normal, showing the Homemaker +8 pieces, starting from "It has the minimum number of tools..."]
Step 3: Add in the pieces of the Complete/Family Set to Names and Uses
(if they picked the Complete Set) Slide 26: Ultimate Set
COMPLETE SET
1761 Boning Knife: The Raw Meat Trimmer. Anytime you are cutting raw meat, you should always be using a straight edge. Straight edges give a smoother, straighter cut. Ideal for working around bones, trimming the fat off meat, and slicing up meat for stir fry and soup or stew.
1735 Veggie Knife: This is the chop and scoop knife, great for large chopping jobs. This makes chopping fresh veggies for soups and stews much easier. Once you’re finished chopping, the wide blade is ideal for transferring the veggies into the pot. Ideal for large veggies like acorn, spaghetti, and butternut squash, as well as herbs like rosemary, cilantro, mint, etc.
1766 7” Santoku: This knife is very similar in use to the Petite Chef. Some customers prefer the santoku blade design for chopping vegetables because it gives more clearance for chopping larger vegetables.
1762 Salmon Knife: The Thin Slicer. Makes it easy to slice up a large roast or loin, slice tender meat like brisket, butterfly chicken breast, slice large fruits like watermelon and pineapple, and even hard veggies like squash!
2120 4” Paring: Used for larger paring jobs, primarily in the air. Some customers prefer to peel and pare with a paring knife and like to have a bigger blade for larger potatoes and mangos.
1737 Cleaver: The cleaver is great for disjointing chicken, turkey, and other poultry, separating racks of ribs, and tenderizing meat. This knife is made of just over 1 lbs. of steel, making it great for breaking apart frozen food, ice, and pounding out chicken breast, steaks, and chops.
Slide 25: Signature Set
FAMILY SET
3738 Hardy Slicer: This is the BBQ Knife. It is the protector and money saver of the set. It is very strong and very sturdy. It’s a little less scary looking than the butcher knife and it is used for all the tough jobs in your kitchen. It is great for frozen food and hardier fruits and vegetables. The heavy-duty blade can be used to cut or separate frozen foods without worrying about breaking it. This protects the other knives in your set from getting damaged by cutting something they aren’t meant to cut and makes all your tough jobs that much easier.
2166 Petite Santoku: This is the Mini Chopper. If you use the Petite Chef on certain things, it will smash them because it is used for heavy dicing. The Petite Santoku is lighter and smaller and used for delicate dicing. You can put the front tip down and simply pull through everything or you just simply rock it back and forth without picking it up. Ideal for round veggies like onions and peppers, and small jobs like mushrooms and garlic.
1764 Cheese Knife: Great for citrus, cheese, potatoes, apples, or homemade noodles. The holes create air pockets, so nothing sticks to the knife. It has a micro-Double D edge meaning it has twice as many blades; it is sharper and more of a smooth cut. It has a rounded tip at the top so when you have a get together and someone brings a cheese ball over you can use the top to spread the cheese on crackers.
Slide 12: Paring Knife
Paring Knife! We call this the Cutco “air knife”. It has a long handle which makes peeling and paring comfortable. You’ll use this for small jobs in the air, but rarely on the cutting board. That’s why you have your…
Slide 13: Trimmer
Trimmer! (PLAY VIDEO; mute audio) - This is your “small utility knife” for small fruits and veggies. As you can see here in the video, you’ll never smash a tomato ever again. Everyone loves the versatility of the trimmer, but it’s never used for spreading or serving, that’s why you have your…
Slide 14: Spatula Spreader
Spatula Spreader! (PLAY VIDEO; mute audio) - The wide, flexible Double-D edge allows you to cut, spread, and serve sandwiches, bagels, lasagna, and cake! But you’ll never use it on meat or large vegetables, that’s why you have your…
Slide 15: Petite Carver & Turning Fork
Petite Carver & Turning Fork! (PLAY VIDEO; mute audio) - the petite carver is your “large utility knife” for meat, chicken, and small roasts. As you can see in the video, it’s also for large summer fruits and tough vegetables. The three sharp tines on the turning fork make it easy to turn meats and veggies and get things out of jars. Neither of these pieces are for larger foods, that’s why you have your…
Slide 16: Butcher Knife
Butcher Knife! (PLAY VIDEO; mute audio) - this is your “heavy duty” knife. It disjoints large meats and as you can see in the video is great for melons and squash. It’s perfect for pineapple as well but it’s not a chopping knife, that’s why you have your…
Slide 17: Petite Chef
Petite Chef! (PLAY VIDEO; mute audio) - the high knuckle clearance on this knife makes it comfortable and safer for dicing, mincing, and chopping. This “delicate chopper” is great for the 6 S’s - soup, salad, stir fry, stew, stuffing, and salsa! As you can see, chef knives are for chopping, not slicing; that’s why you have your…
Slide 18: Slicer
Slicer! (PLAY VIDEO; mute audio) - as you’ll see here in the video, our slicer is the best bread knife in the world! It has a long Double-D edge which makes it great for cutting cakes, shredding lettuce, and slicing boneless meats but it’s not for anything with a bone; that’s why you have your…
Slide 19: Carver and Carving Fork
Master Carving Set! This is like your “spare tire”. You won’t use it every day, but you’ll be glad you have it! Do you ever BBQ or host family dinners? You’ll need it for BBQs, big roasts, and family occasions. Both forks are important. The turning fork that you saw earlier picks food up while this carving fork holds meats down.
Can you see how over a lifetime you’re going to use every tool in your basic set?
Slide 20: Table Knife
To complete your set, your table knives are used for every meal: breakfast, lunch and dinner.
The wide blade and rounded tip make it safer, but with the Double-D edge, it cuts like a steak knife! We recommend two table knives per family member, so you don’t have to wash them after every meal.
If Virtual: (play video) - as you can see, the average household steak knife barely gets through the leather, but the Cutco table knife gets through easily every time. This means no more earthquake effect at the dinner table!
If In Person AND you have at least a Trimmer and leather: Let’s test out our Double-D Edge on some tough leather... (talk to your manager to get leather for your kit!)
(1. Customer steak knife 2. Cutco Table Knife OR Trimmer (get excited!) 3. Stack strips and cut)
Many of our customers prefer this set because it already comes with the Super Shears. It even has its own slot in the block! It also comes with (10/12) Table Knives or (10/12) of the larger "Steakhouse Style" Steak Knives.
If you were considering this set, would you prefer it with Table Knives or Steak Knives?
Slide 21: Storage Options
Mrs. ______, it would be dangerous to have really sharp high-quality knives floating in a drawer. The most popular storage option is our solid oak woodblock which - as you can see here - looks great on the counter.
In the middle you’ll see our storage trays for storage in the drawer or on the wall.
On the right you’ll see our cutting board. All Cutco sets come with at least one free cutting board, but this set comes with all 3!
Step 4: Summary, Price Comparison, and Position Price Properly
Slide 22: Competitive Cutlery
Mrs. _________, when it comes to high-quality kitchen cutlery, it’s like anything else. There’s a wide variety of quality and prices. Cutco is top rated, so we only compare it to the highest quality brands...
Here is a price comparison sheet for our top competitors, Wusthof and Shun. Have you heard of them before?
These high-quality sets made overseas are two of the top selling brands in stores and each brand has different types of sets, which range in price. Wusthof is the most popular.
As you can see, the price for this Wusthof set is $3,435. Sometimes, you can find it on sale for $1,999.
There are some major differences between these brands and Cutco.
Wusthof has mostly straight edges, so they need to be sharpened constantly, which is a hassle.
Wusthof is not recommended for the dishwasher and the warranty is on manufacturing defects only.
In comparison, Cutco has our unique wedge-lock handle, our exclusive “stay-sharp” Double-D edge, and we have our 4-part Forever Guarantee including our free sharpening.
Cutco owners will tell you that it’s ten times better than any knives they’ve ever used. Just considering the guarantee and unique features, most people would agree that Cutco is at least twice as good as Wusthof. When something offers twice the quality and value and lasts forever, you would expect it to be at least twice the price. At twice the price you’re talking over $4,000 for a basic set of Cutco.
Slide 25 OR 26 (whichever set you're talking about):
Mrs. _______, let me review why so many people choose to invest in Cutco:
You’ll always have sharp American made knives that are comfortable, safe, and sanitary.
Cutco is guaranteed to last forever so it would be the last set of knives you’d ever buy.
And Cutco saves a lot of money! Most customers who buy Cutco eat out less…
If that saves $60 a month, it’s $720 saved this year —— Over 25 years you’ll save $18,000!
There are several reasons why so many customers choose sets:
Cutco sets have the right tool for the right job.
Cutco sets have a built-in discount so it’s CHEAPER.
Sets come with a FREE cutting board and other FREE STUFF.
Sets are much SAFER because they come in a block or tray.
And we have interest-free monthly investment options, so you don’t have to pay for it all at once!
So, Mrs. ______, you can probably guess that Cutco isn’t cheap. It’s an investment. One that will last you a lifetime. The comparison I just showed you is similar to our BASIC set. Wusthof & Shun have 19 and 20 piece sets, Cutco’s Basic Set is 18 pieces to give you a frame of reference.
Here’s the thing, Cutco’s Basic Set is less expensive than these Brands, but the set you picked out has (8; Family/18; Complete) more pieces than the SHUN/WUSTHOF Sets. So, it would make sense that the set you picked out is more expensive than it, right? Especially with the average Cutco knife costing $100+/piece.
SET BREAKDOWNS; Pick one based on their choice:
Family Set w/ Table Knives has 8 more pieces than our competitors AND is ONLY $134 MORE than WUSTHOF & is actually $866 CHEAPER than SHUN! It’s 100% American Made, & it’s backed by our forever guarantee. This set is only $2133 paid in full. Cutco is so loyal to their new customers like you, so they allow you to break it up into 5 payments, there’s no interest, no Credit Card Checks, & No financing. So, this set would be only $460 today on a 5-pay.
Family Set w/ Steak Knives has 8 more pieces than our competitors AND is ONLY $414 MORE than WUSTHOF & is actually $586 CHEAPER than SHUN! It’s 100% American Made, & it’s backed by our forever guarantee. This set is only $2413 paid in full. Cutco is so loyal to their new customers like you, so they allow you to break it up into 5 payments, there’s no interest, no Credit Card Checks, & No financing. So, this set would be only $519 today on a 5-pay.
Complete Set w/ Table Knives has 18 more pieces than our competitors AND is actually STILL $70 CHEAPER than SHUN! It’s 100% American Made, & it’s backed by our forever guarantee. This set is only $2929 paid in full. Cutco is so loyal to their new customers like you, so they allow you to break it up into 5 payments, there’s no interest, no Credit Card Checks, & No financing. So, this set would be only $630 today on a 5-pay.
Complete Set w/ Steak Knives has 18 more pieces than our competitors AND is only $260 more than SHUN. It’s 100% American Made, & it’s backed by our forever guarantee. This set is only $3259 paid in full. Cutco is so loyal to their new customers like you, so they allow you to break it up into 5 payments, there’s no interest, no Credit Card Checks, & No financing. So, this set would be only $700 today on a 5-pay.
Most of our customers do this option because you still get the set in about 2-4 weeks, and you can use it the whole time while you pay it off. Also, you can take advantage of our 15-day trial to make sure you & your spouse have a chance to think about it and make sure you love every piece.
Step 5: Buy Now Bonus & Qualifying Questions
When you get the _____________ set today, you also get 3 free cutting boards & a free sharpener from Cutco. It’s an awesome value because you have the right tools to use your knives with and you can even touch up your straight edged knives when you need to. Then when the DD edges go dull you can mail them back to Cutco to get serviced for FREE.
On top of that, you are also eligible for our Buy Now Bonus. With the purchase of this set today you have the option of _______________. (we recommend giving up to 10% Retail in Free Stuff MAX). If you had the choice of free stuff, what would you choose?
Gifts and Accessories Section (if necessary to pick more/different free stuff)
Which color handles do you like better: classic dark or pearl white?
Which color block do you like better: honey or cherry?
If you had this set, would you use most if not all the pieces in the set over the course of your life?
IF YES: (Ask Next Question)
IF NO: Just curious which piece or two, would you never use? (Customize or Drop Down)
If you had this set, could you fit $(5-pay) in your budget or would it be pushing the envelope a little?
IF YES: (go to "Ask for the order")
IF NO: Hey no worries Mrs. _____. I understand $__________ is an investment. If I were in your shoes, I’d feel the same way. Based on what you’re telling me, do you mind if I share something with you? (EITHER DISCOUNT SET OR DROP DOWN)
Step 6: Ask for the order
So, Mrs. _____, would you like to get the _________ set today with your free ___________?
(Be completely quiet and wait for answer... SMILE AND NOD)
If Yes: Congratulations! You’re going to love your Cutco. While I write that up, let’s look at accessories!
If they got the Family Set: By the way, just so you know, we have another version of the Family Set called the Santoku Family Set. It's an Asian-inspired style and a lot of customers prefer it because it's safer. It's only $2-3 more per month on the 5-pay. Do you think you'd prefer that instead?
If No: No problem! :-) If you don’t mind me asking, what is it about the _____ Set you’re unsure of? (handle the objection; if still no, Drop Down!)
Step 7: Drop Down
Complete Set
Family Set
Basic Set (drop down to the Homemaker +8 and continue the demo from slide 23, starting with "as I said earlier..."; skip showing the Signature and Ultimate sets though if you close on the Homemaker since you already talked about them!)
Galley Set
Starter Sets
Custom Set
Pieces
**If your customer is on the fence about CUTCO… CALL Office for Friends and Family Discount**
Handling Kneejerk Reactions
TOO MUCH MONEY/CAN’T AFFORD: I completely understand. ______ is a lot all at once. That’s why most of our customers split it up over 5 months, interest free. It would only be ______ per month. How does that sound?
I NEED TO THINK ABOUT IT: I completely understand. ______ is a lot of money to be impulsive. That’s why most customers take advantage of the 15-day trial. If you don’t love it after a few weeks, you can send it back and get a full refund. On the 5-month plan, you can try it out for only _____ today. How does that sound?
NEED TO TALK TO SPOUSE: I completely understand. That’s why most customers use the 15-day trial to make sure you both really see the value. If he/she doesn’t love it, send it back and get a full refund. On the 5-month plan, you both can try it out for only _______ today. How does that sound?
TOO MANY PIECES: I completely understand. At first 10 pieces seems like a lot. After 15 days, if there is a piece or a few pieces you’re still unsure of, you can return and get refunded for those pieces. How does that sound?
CAN I BUY JUST ONE PIECE: Of course you can! Do you mind if I show you the rest of the options for practice?
I DEFINITELY WANT TO BUY LATER: Mrs. Jones, no worries, you don’t have to buy anything today. Do you mind if I show you the rest of the options for practice?
IF STILL NO: No worries Mrs. _______, we have a lot of different options. (drop down)