Online Training That Delivers Real. Repeatable. Results.
ABOUT KINTZNOW ONLINE TRAINING
WHY KINTZNOW?
- Engaging and Interactive Content
- Dedicated Performance Coach
- Accountability and Production Reports
- Service Department Training
- Consistent and Repeatable Process
- Custom training Schedules
- New Hire Onboarding
- Unlimited Access and Users
- Hundreds of Prepared Training Meetings
- Weekly Coaching Calls
- Sales Training and Certification Paths
- On-Demand and Mobile Friendly
DEVELOPED BY CAR PEOPLE, FOR CAR PEOPLE
Close more car deals, retain happier customers and grow the store with KintzNOWโข. The right information, when your people need it, in the palm of their hand. From new hire training to advanced negotiating, from lead generation and follow up to the complete customer life cycle, KintzNOWโข is the source for retention and more.
WHAT YOU WILL LEARN
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
WHAT YOU WILL LEARN
- 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)
- 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
- 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
- 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
- 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
- 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