Test Drives

Share a nugget of information that will help the dE community. Please keep it to 2 sentences. Short and sweet!

Replies to This Discussion

Permalink Reply by Mike Myers on October 29, 2010 at 5:07pm

Here's a quick tip... when preparing a vehicle for a test drive, get the temperature comfortable (a little warm) and put the music on really low. Make sure the headlights are on and make it really easy for our customer to get all settled in for the demo ride!

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Permalink Reply by Philip Zelinger on November 11, 2010 at 12:00am

Don't ask -- just do! Checking the vehicle for equipment and damage is one example of a legitimate reason to take the customer to it -- among many -- while forcing a walk around that will end with an assumptive test drive as you take it off the lot with the customer in the passenger seat. lIke I said, don't ask -- do!

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Permalink Reply by Brent Abdulla on December 24, 2010 at 9:25pm

Sales people drive off the lot first! It helps control the process and allows the customer to acclimate to the demonstrated vehicle before getting behind the wheel!

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Permalink Reply by Ian Woodward on July 25, 2011 at 5:24am

Trial Close all the time. Reinforce what the customer experiences. As they look in the rear view mirror, trial close with "isn't the rear visibility good"; as they brake at the stop line ask "Aren't the brakes powerful". Cause and effect closing at work here - as they do something, you reinforce the action and how it felt.

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Permalink Reply by Matt Page on July 31, 2011 at 12:01am

Hand the seatbelt to the person, just after they get in. Only give directions when you drive.

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Permalink Reply by Vincent T Dellatore on July 31, 2011 at 6:54pm

Make sure the traction control is active,,,, ended up flipping a Z06 5 times end over end.

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Permalink Reply by Edward Vossen on October 5, 2011 at 4:22pm

In Florida, right turns only. I value my life!

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Permalink Reply by Troy Spring on January 3, 2012 at 11:41pm

I teach salespeople that asking someone if they want to drive is the same as asking if they would like to pay your mortgage or college tuition bills? NO DEMO.... No gross and maybe no deal!!!!! DO NOT ASK....