TGP Events: Calvin Lopez - Flatware Every Time

Summary

In this transcript, Calvin Lopez, a skilled flatware sales professional, shares his approach to selling Cutco flatware. He emphasizes the simplicity and effectiveness of his sales pitch, focusing on the product’s quality, value, and the excitement of securing a great deal for customers. Calvin reveals how he overcomes common objections, builds rapport, and uses strategic phrasing to highlight the flatware's benefits, including its durability, design, and the exclusive discount. His approach is direct, confident, and customer-focused, ensuring that every customer feels the value and urgency of purchasing the product.

Takeaways

• 😀 Calvin Lopez emphasizes that Cutco's flatware is a great product to sell because of its quality, ease of sale, and significant discount.
• 😀 The script for selling flatware is simple, focusing on key features like weight, durability, dishwasher safety, and a lifetime guarantee.
• 😀 Calvin’s approach involves addressing potential objections upfront by highlighting the benefits and using confident, direct language.
• 😀 He highlights the discounted price ($1667 from $2482) and uses the discount as a key selling point, often making the customer feel they’re getting an exclusive deal.
• 😀 Calvin encourages customers to act quickly by highlighting the value of the discount, saving over $800 off the retail price, plus the inclusion of free items.
• 😀 When customers hesitate, Calvin offers a special price reduction, further lowering the price and making the deal more appealing.
• 😀 Calvin uses excitement and urgency as tools in the sales process, making sure the customer feels enthusiastic and motivated to buy.
• 😀 He always asks direct questions to uncover objections, such as 'Is it something you’ll get later or just not interested?' to address concerns head-on.
• 😀 Calvin’s approach is flexible, adapting to the customer's response, whether it’s offering a deal or gently encouraging them to make the purchase.
• 😀 For new customers, Calvin introduces Cutco by emphasizing the lifetime guarantee and offering bonus items (like promo knives) to make the offer more attractive.

Q & A

What is the key selling point of Calvin Lopez's flatware sales approach?

Calvin Lopez's key selling point is his belief in the product and his ability to handle customer objections early on, making the sales pitch simple, straightforward, and focused on the product's high value, discount, and quality.

How does Calvin make flatware sales approachable to customers?

Calvin keeps the approach simple and relatable, emphasizing the product's quality, weight, and functionality while offering a significant discount and leveraging the company's reputation for durability with the forever guarantee.

What role does the discount play in Calvin's sales pitch?

The discount is a major part of Calvin's pitch. He emphasizes the savings, highlighting that customers can save over $800 on the retail price and even more when additional items are thrown in for free, making the offer more enticing.

Why does Calvin emphasize the weight of the flatware in his sales pitch?

Calvin emphasizes the weight of the flatware to set expectations correctly before the customer handles it, ensuring they know it's neither too heavy nor too light, and that it will feel just right when they pick it up.

What is Calvin's strategy when a customer objects to buying the flatware?

If a customer objects, Calvin asks whether they plan to buy it later or if they're simply not interested. He then offers to reduce the price further by taking a portion of his commission, lowering the cost to make the decision easier.

How does Calvin handle situations when a customer has already purchased other Cutco products?

Calvin smoothly transitions to flatware sales by asking customers if they are ready to complete their flatware set. He uses humor and confidence to remind them that it's a necessary item, reinforcing the idea that they'll need it eventually.

What phrase does Calvin use to create curiosity about the flatware program?

Calvin uses the phrase 'one of those best-kept secrets' to pique the customer's interest about the flatware program, emphasizing the large corporate discount as an exclusive offer.

How does Calvin approach new customers who have never purchased Cutco products before?

For new customers, Calvin introduces Cutco's core benefits—such as the forever guarantee and high quality—before transitioning into the flatware pitch, highlighting that they can receive additional free products to kickstart their kitchen knife collection.

What is Calvin's technique for introducing flatware after closing a deal on another Cutco product?

Calvin smoothly transitions into the flatware offer by asking if the customer is ready to add it to their purchase, making sure the customer is aware of the discount and ensuring they don’t feel overwhelmed after making an earlier purchase.

What additional incentives does Calvin offer to new Cutco customers when purchasing flatware?

For new Cutco customers, Calvin offers free items such as a promo paring knife and a promo trimmer to complement the flatware purchase, making it a more attractive package and introducing them to the quality of Cutco knives.