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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.

Product Clarification

Two lease structures. Know which one you lead with, and why.

By the end of this section you can

  • Distinguish Full Maintenance Lease from Operating Lease and apply the right one

Full Maintenance Lease versus Operating Lease

Full Maintenance Lease

Primary offering — dealer focus

  • Fully managed solution
  • Maintenance included
  • Designed to offer predictable costs
  • The default KINTO ONE conversation

Operating Lease

Limited offering

  • No maintenance included
  • Available only to pre-approved customers
  • Subject to applicable conditions
  • Not the default dealer conversation

Which product fits?

A retail customer wants one monthly figure that covers servicing so nothing surprises her.

A customer asks whether they can take a KINTO product without maintenance included.

A fleet customer's main issue is unplanned repair spend and workshop admin.

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