Skip to main content
|  Online Training
All modules
A relaxed customer floating on a cloud outside a modern showroom

Module 3

Selling KINTO Effectively

Lead with the problem, not the vehicle.

The KINTO Sales Method

Three steps, in order. Every decision you make in the conversation moves trust and relevance up or down.

By the end of this section you can

  • Run a KINTO conversation through the three steps in the correct order

The three steps

  • Step 1: Discover the problem — use open-ended questions to understand the customer's situation and challenges
  • Step 2: Quantify the impact — explore the financial and operational effect of those challenges
  • Step 3: Present KINTO as the solution — connect predictability, efficiency and reduced ownership risk to the customer's needs

Golden rule

Always lead with the business or customer problem — not the vehicle.

Conversation builder

You are meeting the operations director of a courier business running eight vehicles. Choose your line at each stage.

Customer trust

Relevance of your pitch

Step 1: Discover the problem

You have two minutes of her attention. How do you open?

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