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Module 3

Selling KINTO Effectively

Lead with the problem, not the vehicle.

Handling Objections

The Objection Dojo. For each objection, work the full sequence: acknowledge, clarify, connect to value, check, and agree a next step.

By the end of this section you can

  • Handle the four common objections with a structured, non-aggressive response

Response direction

  • 'The monthly cost is high' — compare monthly cost with total cost and overall value
  • 'I prefer to buy' — discuss cash flow and capital utilisation
  • 'We manage our own fleet' — position KINTO as an efficiency and administration solution
  • 'Is this finance?' — reinforce managed mobility rather than finance positioning

Objection Dojo

Objection 1 of 4 — work through it one move at a time.

“"The monthly cost is high."”

Compare monthly cost with total cost of ownership and overall value.

Step 1: Acknowledge

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