Are Test Drives Required

to Sell Cars Today

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More customers are buying cars without test driving them…

…and yet, inside dealerships, one thing hasn’t changed:

 When test drives go up…

 Sales go up.

So what’s really going on?

Here’s the truth most dealerships are missing:

Customers aren’t lacking information anymore.

They’re lacking emotion.

By the time they walk into your showroom, they’ve already decided what they want.

The only question left is:

Why should they buy it from you?

And that answer is rarely found sitting at a desk.

It’s found here:

In the test drive

But here’s the problem…

Most test drives are:

 • Poorly positioned

 • Poorly executed

 • Or worse… not happening at all

“Do you want to take it for a drive?”

That’s not a strategy… that’s a coin flip.

And when decisions stay logical…

• customers delay

• customers shop

• customers disappear

The best dealerships don’t do more test drives.

They do them better.

So here’s the question:

When was the last time you actually reviewed your test drive process?