Desking and Negotiating

The Art of Desking the Deal

Desking and Negotiating Workshop for Managers

Our ability to retain and bring customers back in the future starts how we desk and set deals up today. Learn how to keep them coming back!


The choice is simple: either negotiate from a position of strength or a position of weakness. Your desking process will determine which position you take.


Control the desk and accelerate the deal with a frictionless process that takes the customer from greeting to F&I in 90 minutes.


Your team will execute negotiations with razor-sharp precision and confidence. Watch as they become the best salespeople they can be!

Curriculum & Details

This course is meant for sales managers and desk managers who want to take control of their sales and desking process. It is a workshop with multiple breakouts and role play sessions that advance knowledge and stir action. Here managers learn how to set up successful negotiations, establish accountability in their deals, create fast and frictionless transactions. When attendees return to their stores, they will have the skills, knowledge, tools, and confidence to structure win/win deals and drive results.

  • Coming to the desk prepared
  • Accountability in the deal
  • Setting up successful negotiations
  • Structuring win/win deals
  • Executing successful negotiations
  • Intricacies of “loading lips”
  • Questions to ask every time
  • Changing negotiating culture from desperation to inspiration
  • Coaching sales throughout the negotiation
  • Processes for fast and frictionless negotiation
  • Tracking, benchmarks and accountability procedures
  • Common negotiating mistakes
  • Advanced desking
  • Negotiating fun
  • Non-negotiable desking rules
  • Creating a team of professional negotiators
  • Sales motivations and bonuses that drive results
  • Location: the Topgolf location near you!
  • Time: 9am-5m
  • Includes: Kintz Training Certificate of Completion, workbook, notepad, pen, and management SWAG
  • Bonuses: breakfast and lunch
  • Cost: Starts at $697

“Best training program out there for salesman in that automotive industry! Love watching the videos on KintzNow before work to get my mind right. Keep up the awesome job!”

Taylor Hopkins, Sales Consultant, Crown Motors

“I’ve been in the industry 30+ years and Tim’s the best trainer I’ve been around and I’ve been through many. That’s why we’re with him now. We followed him based on his experience, energy and just the way he comes across. I would recommend this course for dealers, dealer principals, general managers, sales managers, finance managers, any manager that ever gets involved in training or teaching sales managers.”

Gary Glauser, Sales Manager, Fred Beans Ford, Lincoln

“KintzNOW is the greatest thing ever. If you have it, don’t lose it. You need it, get it. You’ve got to have it. It’s the greatest training ever. Tim’s negotiation process is super. It’s better than anything we’ve ever had. We’re learning it here at Vaden Nissan in Savannah. It’s a great process. It’ll help you with gross. It’ll help you close customers. It’s the greatest thing ever. Tim is the man!

Coach, Sales Manager, Fred Beans Toyota

“Most sale trainers sell you a system, Tim helps you build a custom training program for your team and serves as a coach and mentor and you can’t put a price on that!!”

Anande Michael Gaiter, Sales Manager, Volume Hyundai

“GREAT training and refresher with Tim. Doesn’t matter if you’re brand new or been around forever, no one knows it all, but we’re GREAT at forgetting it all!! This business changes too quick! When you know it all, move on….Walmart’s hiring!!!”

Scott Graham, Sales Manager, Gene’s Chrysler Dodge Jeep Ram

“I keep hitting homerun deals thanks to Coach Kintz.”

Kean Williams, Sales Manager, Vaden Nissan of Savannah

“Excellent training. Highly recommended. If you are in the car business, and you want to improve, you will need this. This is the best investment to growth in your career, not only to increase the monthly units but also to hold your gross.”

Gilbert Escudero, Sales Consultant, Street Toyota


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