Desking and Negotiating

The Art of Desking the Deal

Desking and Negotiating Workshop for Managers

Customers are armed with more information than ever before and have become formidable negotiators, often more skilled than the people in our own dealerships. As a result profitability is now more difficult than in the past. It’s more critical than ever to be able to execute a successful win-win negotiation. Weak negotiating skills may be fine when the economy is rocking and people are buying cars but that doesn’t fly when we actually have to sell cars. To remain relevant and profitable it is time to rethink our desking and negotiating processes.


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

In this workshop attendees will take a hard look in the mirror, reset expectations, reimagine their processes and learn how to maximize profits while increasing volume. Designed to address the negotiating challenges we encounter with customers daily, this workshop will lay out the need for, and provide a proven step-by-step desking and negotiating process to ease profit pressures and turn the tables back in our favor.

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.

• The fun side of negotiating
• Desk deals with inspiration, not desperation
• Trends and stats for profit and production goals
• Accountability benchmarks and targets
• Step-by-step strategy for developing a repeatable desking and negotiating process
• Eliminate “time monsters” that kill the deal
• Integrate technology into the desking process
• Increase buyer emotion in the desking process
• Align sales process and negotiating process
• Effectively present to the 1st pencil
• Transform price/payment/down negotiations into total cost of ownership
• Methods to ensure no money is left on the table
• When and how to submit deals for optimal speed, effectiveness and efficiency
• Training and coaching plan to transform salespeople into professional negotiators
• Rewards and competitions to encourage adoption of processes

• 2 Days, 9:00 AM - 5:00 PM
• Breakfast and lunch
• Certificate of completion
• Workbook, notepad and pen

Day One
9:00 AM - 9:30 AM
Meet & Greet - Breakfast
9:30 AM - 4:30 PM
Classroom Setting
12:30 - 1:30 PM
Recharge with lunch, games
1:30 - 4:30  PM
Classroom Setting
Open Conversation
Hands on Role-Play

Day Two
9:00 AM - 9:30 AM
9:30 AM - 4:30 PM
Classroom Setting
12:30 - 1:30 PM
Recharge with lunch, games
1:30 - 4:30 PM
Classroom Setting
Open Conversation
Hands on Role-Play


A must read for everyone in the automotive sales industry. Updated information to develop the skills necessary for working with today’s informed customer and how to separate one’s self from the competition.

Must read for automotive sales professionals Ray/Amazon Review

I just finished the intro and first chapter and wanted to leave my thoughts on this. Tim Kintz expresses his thoughts as an expert and outlines processes for people not as experienced. I can see that I will be getting actionable steps that will help me grow. I can’t wait to finish this book and become the person I’m meant to be!

Very actionable brad k./Amazon Review

If you’re in sales , specifically automotive, then you need to read this book. When you’ve been in this industry a while , it’s easy to get complacent. Frictionless will refocus your thinking by showing you simple techniques that can make a huge impact on yours stores ability to hold gross and retain customers! We’ve added Frictionless to our new hire on boarding process as well as our team training and we’ve seen immediate results!

Definitely a Must Read Anande Gaiter/Amazon Review

Motivates And Inspires Everyone

“Tim Kintz has been amazing for our Auto Group. He is extremely flexible with our ever changing and growing company. I have seen and experienced first hand how he is able to motivate and inspire everyone that attends his training. Tim conducts his training sessions so there is more interaction and role-playing between the team members instead of speaking at them. Excited to have him as our Corporate Trainer!”

Esther Hamm – BDC Manager/ PR Director California

“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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