When you are using the wish list, I would use it as an opportunity to go shopping with your customers. Have the mindset to help them find something they’ll feel comfortable doing today. The goal is to EDUCATE your customers on what everything is, how it solves a problem people normally have and what we did to solve it to make their life easier. (Example: Shears are great because they can cut paper and fabrics and not dull. You can use them inside and outside, they come apart for easy cleaning.)
The goal is to get them excited about as much as possible that makes sense for them today. At the end, we will show them how much everything would be that they would want from CUTCO compared to what the competitors are. We MUST show them the best deal possible if they did decide to get everything today. In result, it gives you the comfortable ability to drop down with little to no resistance. The back end objective of this is that it sets the stage for follow-up opportunities, customer gifting, and bartering CUTCO for appointments.
Here is how I set it up, you can easily apply this into your demo regardless of how you do your demo.
We’ll start from the guarantee. I believe the guarantee is what seals the deal on the value of CUTCO, sets the expectation of the relationship you will develop with your client long term, and sets the stage for the Wish list.
So Mrs. Jones, as you can see the DD edge is really expensive, but the reason why the DD edge is worth it is because if used properly, it will last you at least 7 to 10 years before you need to get them serviced. Now, Mrs Jones, as you can see, CUTCO is expensive, and I tell all my customers, you want to look at CUTCO as an investment, but to protect your investment, we have a forever guarantee. So the first part of your forever guarantee is forever performance. If anything that goes wrong with your CUTCO, the tip of it chips, something happens to the handle, it rust, it pits, it corrodes. Anything ever goes wrong with it, send it back. They’ll send you a brand new one for free forever. So if the kids dropped the knife on the floor and the tip of the knife chips off. Don’t freak out, just give me a call. We’ll help you send it back. They’ll send you a new one in like a week or two. Cool?
Next is forever sharpness. Anytime you’re CUTCO needs servicing, Mrs Jones,
[SEED PLANT FOR RELATIONSHIP EXPECTATION]
I’m going to be back here in the summer every summer, I’ll come by, catch you up on life and service your stuff for you. Once I graduate and I’m not in town, I’ll have someone that I trust in my office to come take care of you. But I’ll take care of you if you ever need me to. I come with your guarantee. The forever sharpness guarantee is my personal guarantee to you. I take care of everyone that I meet. My goal is to have a long term relationship with you beyond this appointment, but if anytime you need service with it, I’ll be glad to help you with that.
Next is Misuse or abuse, if you happen to misuse or abuse your knives. Like for example, you went outside and tried to cut a tree with it for Christmas (ANOTHER SCENARIO YOU THINK OF). By the way, I’d recommend the Cleaver for that, but if it does break, you can send it back. They’ll send you a brand new one for half the price. So even if you broke CUTCO on purpose Mrs. Jones, you only have to pay half the price and you get a new one. Isn’t that cool? Yeah!
Last but not least is the money back guarantee. So Mrs. Jones, anything that you see today that you like, you can actually try it out for the 1/5th of the price today
[HOLD YOUR PINKY UP AND WAG IT IN THE AIR]
The money back guarantee allows you to try out anything that you see today for the 1/5th of the price. So if you decided to get a set like Mary did or the flatware, the cookware, or you wanted to add gadgets to your collection, maybe even get a few gifts out of the way, you can try anything that you see today for the 1/5th of the price today.
[WAVE YOUR PINKY]
By the way, Mrs. Jones the 1/5th of the price allows you to try everything out to make sure you love it. And if you love it, you have it forever. So what most of my customers eventually want to own is their own version of a Cutco kitchen. Because if there’s one place that you’re in your home the most, and that if you didn’t have to replace the tools in this part of your home, it would make your life a lot easier. You’d save a lot of money, that’s your kitchen. You’re eventually going to replace your bed every 10 to 15 years. You’re eventually going to replace your living room set, your TV’s, your refrigerator, but people are constantly replacing their kitchen tools.
Most of my customers realize the investment of buying it once, using it every day and having it forever. That’s why most of my customers have been getting their own version of a Cutco kitchen. So what we’re going to do today, We’re going to make a Wishlist of everything that you like, but not necessarily everything you want to get today. That way you can see what the best deal possible was if you did want to get everything today, but ultimately my goal today is to help you get whatever option you like that you feel comfortable doing, If you did decide to get anything today. Cool?
So we’re just going to make your Wishlist of things that you like. How’s that sound?
First we’re going to start off with the sets. There’s three family sets. The small, medium and large. The first set is for people that have a kitchen. It gives you one tool for all the basic jobs. The medium and complete sets give you the right tools for the right jobs, for the jobs that you do in the kitchen.
[PAINTING THE PICTURE OF THE VALUE OF GETTING CUTCO AND NOT EATING OUT BECAUSE THEY MADE THE INVESTMENT]
So I’m assuming, if you did decide to invest in your kitchen, you would cook more at home, Right? Your family would eat more healthier? You’d probably saved more money than eating out?
How many times a week would you guys say you eat out right now? Oh Wow. Where do you guys like to go?
[RESPONSES YOU CAN SAY BASED ON WHAT THEY SAID]
(That’s awesome. Oh, I love that place. I love that place. That sounds great. My ___ goes there all the time. Etc.)
Well, when you guys go out with your family, what do you guys typically spend $50, 60 bucks for everybody more or less?
One of my customers and I did this the other day and it blew our minds when we thought about it, but If you guys didn’t go out two times a week, in a month that’s $4-600 that you guys are saving. If you save that in a month, over a course of a year that’s over $5,000.
We were thinking, What type of vacation could you guys take together? Over the course of 5-6 years how much could we save? That’s a down payment for a car!
Wouldn’t that’d be pretty neat? You guys are eating healthier, you’re saving money and you’re going on a vacation at the end of the year just because you chose not to eat out. That’s why most people get this medium set or complete set because they truly understand the investment that comes with it.
So the first tool in your set is your paring knife
[GO THROUGH ALL THE SETS]
Final Thoughts,
- Come with the mindset of serving your customers beyond the sale. Friends buy from friends. Friends recommend other friends.
- Come with the mindset of building a relationship long term. You never know how that relationship will develop over years or decades.
- Be educated on your products that way everyone understands the benefits of all the well thought out products CUTCO makes.
- Paint the picture for customers on how it will make their life easier.
- Be a person of Integrity and Character. NO SUCCESS is built long term without ethics, integrity, and the commitment to serving others.
Hopefully you gain some value from this!
I would love to hear your comments on what you think about the wish list close. If you have any questions, be sure to leave a comment so others can learn too!
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