Make your test drive count
The test drive can be a chump drive if you are not careful. Only test drive when you are fairly certain of the types of cars you are interested. The test drive is pre-planned. It's one of the salesperson's strongest selling tools. The new car smell, feel, and drive is a selling experience that can easily hook you into making an emotional purchasing decision. Use the test drive to your advantage. Here's how.
The following are two scenario that you should be aware of. When the salesperson is in control and when you are in control. To win you must be in control of the test drive.
When the salesperson is in control - Be Careful -- The test drive is one of the salesperson's strongest selling tools - his ace in the hole. Getting you to take a test drive is like holding a bowl of ice-cream in front of someone on a diet. The temptation can be overwhelming. Our advice: be careful!
The test drive does not just happen. There is a great deal of foreplay on the part of the salesperson as he walks you through the car lot. Here how it all begins. As you are walking through the maze of cars, you suddenly stop. Something caught your eye. This is a car you really like. While you are looking at the car the salesperson is registering your reaction. He is analyzing your level of interest, excitement, and every emotion you are emitting. Like a sharp sensing blood, the salesperson is ready to give you a sales-attack. This may be the car you buy.
If you show more than a casual interest and depending on how many cars you have looked at, the salesperson will pull the car out of the row. He opens the door and asks you to sit behind the wheel. As they say, "the feel of the wheel, sells the deal."
Once you sit down you are a breath away from taking an irresistible test drive. What's the big deal? Chances are once you sit in the car and drive it you have increased your chances of buying a car by a thousand percent. Most people only test drive a couple of cars before they buy. The salesperson knows you're getting close.
At this point the salesperson takes charge. They usually have a set course they have you drive. The car is very enticing and the salesperson knows you are enjoying the drive. He takes this opportunity to control the test drive. He will usually keep talking to you to relax you and gain your trust. He will also talk about the virtues of the car and build confidence that this car is great and it's the best choice for you. This is the time for him to be the good guy and your friend. He also keeps talking to distract you from finding any faults with the vehicle. The salesperson is setting you up so that he can get you into the salestall back at the dealership. If the saleperson has done his job, and you found a car you like, by now you are eager and excited. The salesperson is also determining how passive you are and how willing you are to please him. Unless you stay in control, you will give away your hand.
When the salesperson is in control of the test drive the only thing you have accomplished is to fall in love with the car. Chances are you did not even properly evaluate the vehicle to determine if you really liked it or not. If you give up control of the test drive, chances are you will also give up control of the sales process.
When you are in control
When you are in control you will determine if the car suites your driving needs. Does it fit you? Is it really comfortable? Are the driving characteristics what you expected? Are the ergonomics properly designed? How does it compare to your alternate choice vehicle? Can you see why the test drive is extremely important?
You may even want to take a notebook and write down how the car drove. What did you like or dislike? How did the car compare to your current car? How did it compare to the other cars you tested?
1. Never Rush. This is the time to really determine if you want to live with this vehicle for the next several years. So take your time and relax. We recommend that you take up to a half and hour or more to determine if this car is for you. Too many people are intimidated by the salesperson or just to darn polite to tie up a vehicle for a half an hour. Some people take a 5 minute drive and never get a feel for the car. Of course, if you know withing a minute or two that you definately don't like the vehicle, take it back to the showroom. Don't prolong your misery.
2. Get comfortable -- Move the seats, adjust the mirrors, and tighten your belt. Also try to judge the length of the car, and determine where the blind spots are. Take a few minutes to adjust to the new vehicle. Don't worry you have time.
3. Be tough -- Don't drive like a "little old lady from Pasadena!" Hey the car is not going to break, it's brand new! So drive it like you would your own car. How does it accelerate? Hit the gas! Does it break well? How about a panic stop? Just do it safely! Take some turns. Try parking in tight spots. Test the car! We are not saying you should be a dangerous maniac behind the wheel. Just don't be afraid to really see what the car is all about. This is not a time to be bashful. Be tough!
4. Stay Awake - Dont' get lulled into the new car stupor. Is the car quiet? How about on the interstate at 80 MPH - I mean 55 miles per hour? Does the car accelerate with authority or is it whimpy? Will a four cylinder work in this particular car, or do you need a 6 or 8 clylinder? Does the car stop nicely or do you feel like you will slide throught the stop light? How's the ride, is it smooth or bumpy? Stay awake and pay attention to what your doing.
5. Tell the salesperson to shut-up -- If the salesperson talks too much you should ask him politely to refrain from talking. Tell him you are trying to determine whether you want to buy this car or not, that the test drive is critical to your decision, and you can't concentrate with all his chatter. Just be polite and stay in control.
6. Don't feel Obligated -- Just because you took a test drive does not mean you have to buy. Don't be sold or high-pressured. You don't owe anyone anything at this point except courtesy. If you really are sure about the car and you are not acting emotionally or premature, then you may entertain the prospect of negotiating on the car. Never feel obligated. So you drove the car for a half hour and used up the saleperson's time. That does not equate to owing anyone the obligation to buy a $25,000 vehicle!
I firmly believe that the way you handle yourself in the test drive will determine how you handle yourself in the negotiation process and how successful you will be. Stay in control!
In the Financial Wisdom Seminar we teach you how to save money on all your purchases. Let us help you get wise.
Remember, my job is to help you become financially stable, secure and independent. I will do my best , you do your best.
Your author and friend,
Paul Barrett
