Test drive

The test drive is the physical demonstration of the vehicle. On the phone it is one of the most effective reasons to offer for a visit, because it is concrete, it is free and it does not commit the customer to anything.

Stores commonly route the drive so it ends back at the dealership in a way that leads naturally into an appraisal or a seat at the desk.

Why it matters for a sales manager

As a reason to come in, a drive on the exact trim the customer asked about beats a generic invitation to take a look. It gives a caller something specific to picture, which is what turns an agreement into an appointment that shows.