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A relaxed customer floating on a cloud outside a modern showroom

Module 3

Selling KINTO Effectively

Lead with the problem, not the vehicle.

Understand Customer Pain Points

Successful KINTO selling starts with identifying the customer's real challenges. Build your discovery canvas.

By the end of this section you can

  • Recognise the four common customer pain points
  • Select open-ended questions that surface them

Typical challenges

  • Unpredictable costs from repairs and maintenance
  • Capital tied up in vehicle ownership
  • Administrative burden of managing vehicles
  • Downtime impacting productivity

Understanding these challenges allows you to position KINTO as a solution rather than a product.

Needs-discovery canvas

Choose the questions you would ask. For each strong question, note the pain point it uncovers.

Questions you could ask

Pain points uncovered

  • Not yet uncovered
  • Not yet uncovered
  • Not yet uncovered
  • Not yet uncovered

Key takeaways

  • Lead with the business or customer problem, never the vehicle
  • Discover the problem, quantify the impact, then present KINTO as the solution
  • Handle objections by acknowledging, clarifying, connecting to value, checking and agreeing a next step
  • Full Maintenance Lease is the primary offering; Operating Lease is limited and conditional