The Test Drive: Why We Like It

It is important for you to test drive your new vehicle. You are potentially spending
a lot of money. You should make sure this is the vehicle you want to be driving
everyday for the next few years. and more importantly making the monthly payments if you are financing.

 We want you to test drive the vehicle so that you will get emotionally attached. Think about it, do you really want to get back in that trade-in and drive it home if we can't put a deal together and driving that New Car with the New Car Smell or a Freshly Detailed Used Car. We call it the "Feel of the Wheel"

 Your obvious concerns are the comfort, fuel economy, handling, acceleration, safety, overall feel, and so many other things that are important to you. (we call them "Hot Buttons")

 Besides getting emotionally attached we want you to relax and let your guard down. Now we can start showing you the features of the vehicle that would connect you even more.

 Now that you are relaxed a little we try to gain your trust. We will help paint an emotional picture such as: Can you imagine how nice it would be to drive this car to work everyday, or How good it would look parked in your garage, or look good in this car. I know it sounds cheesy, but it works.

 Then we start digging ever so gently for information like budget, motivation for buying, trade value, credit rating, line of work, family, hobbies and other things that will start to bond us together. Such as: You like golf - I like golf, You like fishing - I like fishing, You live in a certain town - I have a friend or customer that lives there, and on and on, you get the idea.

 I am trying to gain your trust. All this information and any bonding will help when we start working the numbers. A good sales person will make you (the buyer) the Good Guy or Gal and the Sales Manager the Bad Guy. Then the Sales Person will let you know that they are taking your side and working the Sales manager for YOU.

If the dealership that you go to does not have the sales person go with you on the test drive you can relax and do all your bonding with the vehicle. We will work on the personal bonding at other times throughout the process.

 Back to you now, drive the vehicle the way you would normally drive. take the car on a road or highway so you can get up to cruising speed. Then ask yourself, is it comfortable, could you take it on a trip, does it feel good. Then while still on your test drive pull it into a parking lot and park in a space. Now back out and check your visibility, handling, turning radius and anything else that is important. After all you may be taking it home.....BE SURE.

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