Online Training That Delivers Real. Repeatable. Results.

KintzNOW Fast Start

• Opportunity Abounds in Today's Auto Industry
• The Buyers Quadrant
• The Sales Quadrant
• Make or Break the Sale: The Greeting
• Building Rapport with Open-Ended Questions
• Either/Or Investigating Questions
• Investigating with Open-Ended Questions
• Selling Above the Competition: Building Value in You & Your Dealership
• Discovering Wants, Needs and Hot Buttons
• Using the Trade to Move the Sale Forward
• Transitioning to Quadrant 2
• The Buying Process
• Important Questions on Building Value
• Dozen Rules Before Your High Impact Presentation
• 7 Reasons Rapport Sets Up Your Presentation
• 5 Rules to a High Impact Presentation
• Value or Cost: FAB Presentations
• The Five Point Walk-Around Presentation
• Dozen Mistakes with the Demonstration
• Strategies for the Driving Portion of the Presentation
• How to Create Mental Ownership
• Transitioning to Quadrant 3
• Closing or Losing: The Buying and Selling Quadrants
• Either/Or Closing Questions
• The 10 Least Effective Closes
• 11 Tips to Close More Sales
• Closing Questions That Get Results
• The 4-C's for Overcoming Objections
• Turning Fear into Fun: Executing a Successful Negotiation
• The Buy/Sell Quadrant
• Maximizing the Negotiation: Closing vs. Negotiation
• Rules for a Win/Win Negotiation
• Tips for an Effective Negotiation
• Tips for an Effective Negotiation (Continued)

Course: Quick Start to High Performance Selling

• Opportunity Abounds in Today's Auto Industry
• Four Factors for Maximum Performance
• Your Future - Do You Feel Lucky?
• Lottery Mindset - Job or Career?
• What Separates Top Producers
• Understanding Today's Buyer
• The Buyer's Quadrant Overview
• The Sales Quadrant Overview
• High Performance Selling Skills
• How To Turn Knowledge Into a Skill
• Plan it - Execute it - Win it
• Controllable vs. Uncontrollable Activities
• You're in Business For Yourself
• The Circle of Success

Selling Skills For Top Performances

• What You Can Expect
• Turning Knowledge into Skills
• The Power of Positive Mental Attitude
• Communication Skills that Close More Sales
• Deal Makers and Deal Breakers
• Minor Commitments Lead to Major Sales
• Either/Or Investigating Questions
• Either/Or Closing Questions
• Either/Or Appointment Setting Questions
• Building Rapport with Open-Ended Question
• Investigating with Open-Ended Questions
• How to Create Mental Ownership
• How to Maintain Control of the Sale
• How To Use Fear of Loss to Create Urgency
• How to Have a High Impact Presentation
• Why Talking Price is Killing Your Sales
• How to Bypass Price and Raise Your Gross
• The 4-C's to Overcome Objections

Quadrant #1 Setting the Stage

• Setting the Stage to Close More Sales
• The Buyers Quadrant
• The Sales Quadrant
• Shoppers or Buyers - Why Customers Walk on the Lot
• Traits Customers Don't Want in a Sales Person
• Traits Customers Want in a Sales Person
• Skills for Top Performance
• Attitude: The #1 Secret to Closing More Sales
• What You See is What you Get
• Make or Break the Sale: The Greeting
• Selling Above the Competition: Building Value in You & Your Dealership
• Turning an Interrogation Into a Conversation
• Discovering Wants, Needs and Hot Buttons
• Using the Trade to Move the Sale Forward
• Using the Guest Sheet to Gather Information
• Transitioning to Quadrant Two

High Impact Presentations

• High Impact Presentations
• The Buying Process
• The Selling Process
• Important Questions on Building Value
• A Dozen Rules Before Your High Impact Presentation
• 7 Reasons Rapport Sets Up Your Presentation
• 7 Reasons Investigating Sets Up Your Presentation
• A Dozen Traps that Prevent a High Impact Presentation
• Why Emotions Impact your Presentation
• Five Rules to a High Impact Presentation
• What's Most Important to Your Customers?
• Value or Cost: FAB Presentations
• The Five Point Walk-Around Presentation
• A Dozen Mistakes with the Demonstration
• Strategies for the Driving Portion of the Presentation
• Transitioning to Quadrant 3

Closing & Objections

• Thrive or Survive: Closing More Sales Today
• Closing or Losing: The Buying and Selling Quadrants
• The Set Up to Closing the Sale
• What's Killing Your Closing
• The Ten Least Effective Closes
• Eleven Tips to Close More Sales
• Closing Questions That Get Results
• The Assumptive Summary Sold Row Close
• Transitioning the Customer to the Negotiation
• Steps for Turning Objections into Another Opportunity to Close the Sale
• The Reflex Objection Close
• The Confirmation Close
• The 4-C's for Overcoming Objections
• The Ben Franklin Close
• The Hesitation Close
• The Sleep on it Close
• Re-Demo the Customer to Close the Sale
• Total Cost of Ownership Close
• The Customer with the Internet Report
• Customer Objection: "What Will My Payments Be?"
• Customer Objection: "We Need to Pray About it"
• The Role Reversal Close
• The Kitchen Table Close
• The Major Benefit Close
• Customer Objection: "I Need To Talk To My Spouse"
• Your Time is Money Close
• The Long Term Satisfaction Close
• The Future Market Value Close
• The Lost Key Close
• Too Much Pressure Close
• The Takeaway Close
• The Cheeseburger Close
• The Whole World Close

Tips on Negotiating

• Turning Fear into Fun: Executing a Successful Negotiation
• The Buy/Sell Quadrant
• Maximizing the Negotiation: Closing vs. Negotiation
• Rules for a Win/Win Negotiation
• Benefits of a Consistent Negotiation Process
• Tracking and Measuring for Success
• Common Mistakes with the Negotiation
• Tips for an Effective Negotiation
• Tips for an Effective Negotiation (Continued)
• The Gas Savings Close
• The Maintenance Close
• The Total Cost of Ownership Close
• The Reduce it to Ridiculous Close
• Closing With Silence
• The $100 Bill Close
• The 99.9% Quality Car Close
• The Shake and Bump Close
• The One-Sided Split Close

Sales Playbook: Maximizing Productivity

• Intro: The Sales Playbook Overview
• Getting Started
• Identify Your Negatives
• Define your WIGs (Wildly Important Goals)
• Unit and Income Goals
• Skill Building and the Sales Quadrant
• Set Your Monthly Goals
• How to do the Math (Magic Multiplier)
• Chart Your Progress
• Track Your Success
• Monthly and Quarterly Review

Effective Management

• Boss vs Coach
• Two Questions to Ask Every Day
• Manage People, Not a Department
• Care About Your People
• One on Ones Every Day
• Selling Not Telling
• The 80/20 Rule for Your One on One
• Know Your Goal
• Make One on Ones a Priority
• Take Notes
• Start and End With a Success
• Follow Through
• Challenge Your People

Games, Spiffs, and Bonuses

• Games, Spiffs, and Bonuses
• Vegas Line Volleyball
• Heavy Hitters
• Build or Burn Closer's Competition
• Steak and Beans (Increases Volume)
• Guess Who The Buyer Is? (Increases Write-Ups)
• Pass The Buck UA Trade Bonus (Increases gross)
• Big Bucks for Little Trucks (Increases fun and competition)
• Slow Day Bonus

Foundations of Management

• Introduction
• Leadership Quadrant
• Critical Jobs as a Leader
• Recruit & Hire Qualified People
• Initial Training & Onboarding
• Training & Skill Development
• Daily Coaching
• Be Visible, Available & Get Involved
• Track and Measure for Continuous Improvement
• Production Based Compensation and Rewards Program
• Recap

Fearless Leadership

• Talent Does Not Equal Success
• Leadership- An Overrated Word
• The Ultimate Challenge- Boss vs. Leader
• Defining Your Team's Purpose
• Complacency Vs Competition
• TIME - Your Most Valuable Asset
• Feed the Beast & Fuel the Future
• The Emotional Bank Account- Deposits Vs Withdrawals
• Listening to Understand
• Habits- Winning VS Losing
• Importance of Competition & Recognition
• Controlling the Game- Facts VS Feelings
• Time Management VS Activity Management
• Inspect what you Expect
• 3 Types of Managers
• Repetition- The Mother of Learning
• Leaders Inspire & Create a Culture of Growth
• Negotiables VS Non-Negotiables
• Motivating the Unmotivated
• Short Staffed VS Wrong Staffed

Management Jumpstarts

• Bringing Fun and Competition Back into the Dealership
• Building Customer Relationships by Thinking Small
• Feed the Beast
• Hire the Best
• Leadership Training: 3 Types of Leaders
• Managing Millennials of Managing People
• Sales Managers Daily Plan of Action
• Sales Managers, Grow the Dealership
• Success vs Survival
• Task Management Won't Grow the Store

Convert and Close the Incoming Sales Call

• Setting Up Success
• Your Potential on the Incoming Sales Call
• Common Mistakes on the Incoming Sales Call
• Tips for an Effective Incoming Sales Call
• Words Matter
• The Phone Quadrant

Incoming Sales Call Quadrant 1 - Intro & Redirect

• Your Goal in Quadrant 1
• The Introduction - Setting the Stage
• Creating Urgency & Fear of Loss
• Redirect with Either / Or Questions
• Redirect with Open-Ended Questions

Incoming Sales Call Quadrant 2 - Create Separation

• Create Separation - Selling Above Your Competition
• Customer Centered Process
• Your Dealership Difference
• Your Inventory & Selection
• Supplying The Customer Information

Incoming Sales Call Quadrant 3 - Close on the Appointment

• Closing on the Appointment
• Reinforcing the Appointment
• Confirming the Appointment

Incoming Sales Call Quadrant 4 - Overcoming Objections

• Understanding Objections
• Three R's for Overcoming Objections
• What's the Price?
• What Will Payments Run On This Vehicle?
• What Interest Rates Do You Offer?
• What's My Trade Worth?
• The Competition Says I Can Buy It For X, Will You Beat It?
• Is Your Internet Price the Best Price?
• What Kind of Specials/Deals Do You Have?
• If They Are Calling About a Hot Model
• I'm Not Driving That Far Unless I Know the Price
• I Have Challenged Credit - Can You Get Me Financed?

Call Converter

• Greeting
• Compliment, Confirm, and Create Urgency
• Name and Number
• Redirect, Investigate, Build Rapport
• Summarize and Restate
• Create Separation
• Close on the Appointment
• Confirm, Reinforce and Anchor
• Give Directions
• "What's the Best Price?"
• "What's the Best Deal?"
• "What's My Trade Worth?"
• Internet Price
• Discounts
• Payments
• Interest Rates
• Challenged Credit
• Beat the Competition
• Rebates
• The "Hot" Model
• "I'm Not Driving That Far!"

Digital Buyer

• Selling to a Digital Buyer
• Understanding the Digital Buyer
• Elimination Rounds
• What's Your Job with an Internet Lead?
• Understanding Your Stats, Probabilities, and Tendencies.
• Understanding Before Being Understood
• What To Send
• Template and AutoResponder Tune Up
• Presenting Multiple Cars and Choices
• Video Is King
• Consistency Is Key

Unsold Follow Up - Turning Be-Backs Into Greenbacks

• Turning Be-Backs into Greenbacks
• Your Potential with the Unsold Customer
• Quick Tips for Top Performance
• The Steps for Unsold Follow Up
• Step One - Putting Customer Info into the CRM
• Step Two - Email After They Leave
• Step Three - Send A Note
• Step Four - Text Message Time
• Step Five - Two Hour Call
• Step Six - Next Day Call
• Step Seven - Manager Call
• Step Eight - Never Give Up
• What Is Your Purpose for the Call?
• Identify the Customer's Motives - Create a Game Plan for the Call
• Making The Call - Part One
• Making The Call - Part Two
• Confirmation Close
• The Four C's
• The One Thing Close
• The Hesitation Close
• The Role Reversal Close
• The Kitchen Table Close
• The Major Benefit Close
• Too Much Pressure Close
• If You Can't Reach Them, Do This
• Long-Term Follow Up, Whether They Buy or Not

Course 9 Convert and Close Internet Leads

• Intro & Set Up & Buy In
• The Digital Journey- Understanding the Digital Buyer
• Digital Stats, Facts and Trends
• Digital Benchmarks/KPI
• Communicating with the Digital Lead
• Mistakes with the Digital Inquiry
• How to Create Distinction with your Digital Communication
• Understanding the Importance of your Workflow
• How to Create an Effective Workflow (part 1)
• How to Create an Effective Workflow (part 2)
• Phone Communication
• Email Subject Lines Best Practices
• Email Best Practices
• Texting Best Practices
• Video Best Practices
• Voicemail Best Practices
• Recap

• How to Use the Trade Walk to Maximize Gross and the Guest Experience
• Building Customer Relationships by Thinking Small
• Daily Habits for the Perfect Day with Admiral McRaven
• Handling Rejection
• How to Become a Top Closer and Best Salesperson
• How to get the Most out of the Car Business
• Motivate the Unmotivated
• No Mulligan for a First Impression
• Potential is a Dirty Word
• Sabermetrics- Know Your Numbers
• Secret to Success Selling Cars
• Setting Goals that Actually Matter
• Smart Daily Routine for Salespeople
• Success Vs Survival
• Take Control
• The Art of Desking
• The Art of Negotiation
• The Innovative Coach

Mission Impossible

• Mission Impossible Introduction
• Keeping Customers in Dependable Cars (2 Things)
• Lets Be Friends
• Circle of Life

Mind Prep

• Mind Prep: Introduction
• Mind Prep: Attitude and Smile
• Mind Prep: Dress to Impress
• Mind Prep: The Sixth Sense
• Mind Prep: Keys for Success

Pet The Dog

• Pet The Dog Introduction
• Pet The Dog Story
• Pet the Dog Pattern Interrupt
• Pet The Dog Walk Around

Service Drive Judo

• The Theory of Constraints
• Service Drive Judo- The Architecture
• Quick Lube
• Lateral Support
• Technician and Team Lead Pay Plan
• Service Drive Judo- Part One
• Service Drive Judo- Part Two

Circle of Trust

• Circle of Trust Overview
• Instantly Connect
• Check History and Advise
• Inspection Sheet Report Card
• Two Hour Connection
• Commitment of Excellence
• Sales Call Table of Contents
• The Don't Dos
• Decline Lines
• Under Promise Over Deliver
• Quality Control
• Walk of Shame
• Be There Next Time

Selling Maintenance

• Selling Maintenance Introduction
• Brake Fluid Replacement
• Coolant Service
• Fuel System Cleaning
• Nitrogen
• Power Steering Fluid
• Selling Alignments

Five Keys to Selling Tires

• Five Keys to Selling Tires Introduction
• TIRES: Key One - Control
• TIRES: Key Two - The Walk Around and Pet The Dog
• TIRES: Key Three - Show & Tell
• TIRES: Key Four - Needs Analysis
• TIRES: Key Five - Good, Better and Best Option
• TIRES: 5 Key Quick Tips

Handling Difficult Customers

• Introduction
• Pre-Game and Mindset
• Pressure and Tension
• Purgatory
• Prevent

Time Management

• Time Management Intro
• The Piggy Bank

Technician Selling Skills

• Introduction
• Set up Service Advisor For Success
• Work Life Balance and Flow
• Six Tips For Turning More Hours
• Five Strategies For Filling The Pipeline
• Tech Inspection - GROUND
• Tech Inspection - MID LEVEL
• Tech Inspection - CAR IN AIR

Fixed Ops Mental Overhaul

• Starting a Revolution
• An Exercise on Clarity
• Goals Part One - How To Be a Heat Seeking Missile
• Goals Part Two - How Do You Know if You've Won or Lost

Fixed Ops Financial Training

• The Foundation of Our Industry-Fixed Absorption
• How To Get Your Service Department Profitable-Effective Labor Rate
• Pricing Strategy Part 1
• Pricing Strategy Part 2 - Labor
• Labor
• Maintenance Labor Part 1
• Maintenance Labor Part 2
• Competitive Labor

Gasoline on Fire

• Gasoline on Fire
• Shift Meetings
• Spiff Tracking
• The Inspection System
• Creating Maintenance Intervals
• Accountability-Service Advisors
• Accountability-Technicians
• Missed Opportunities

Service Advisor Pay Structure

• The Service Advisor Pay Plan - Part One
• The Service Advisor Pay Plan - Part Two
• Minimum Requirements

Best In Show Bulldog Recruiting

• How to Build a Team of Championship Bulldogs
• The Three Steps to Upgrading Your Team
• A Killer Support Staff
• Your Secret Weapon - The Group Interview
• The Support In-Person Interview
• Top Dog Advisors
• Top Dog Advisors - The Ad & The Interview
• Service Advisor In-Person Interview
• Technicians
• How To Attract & Hire Top Producing Technicians
• Technicians - The Ad & Phone Interview
• Technicians - The In-Person Interview

Gamification

• Gamification - The Secret Sauce
• Football
• For Get It
• Jenga Greed
• Hangman
• Shoot Em Jenga
• Humpty Dumpty
• Fixed Ops Pong
• Jenga Towers
• Fixed Ops Card Games
• Jenga
• Fixed Ops Uno
• Nerf Bullseye
• Nerf Jenga
• Baseball
• Poker
• Fixed Ops Football
• Rat Race
• Root Beer Pong
• Tertris Link
• Sales Olympics
• Snakes on a Board
• Tic Tac Pong
• Uno
• Blackjack
• Card Ninja
• Cut Throat
• Fill or Bust