Test drives are not just about letting customers experience a car—they are a crucial step in the buying journey. If your dealership is skipping test drives or not maximising their potential, you are missing out on key opportunities to build rapport, increase perceived value, and ultimately close more deals.
Here is why test drives matter and how to use them effectively:
1. Build Stronger Rapport
A test drive is not just about the car—it is about the relationship you build with the customer. This is your chance to connect, ask the right questions, and understand their needs beyond simply buying a car. When customers feel at ease and engaged during a test drive, they are more likely to trust you and, in turn, buy from you.
2. Create Value Beyond Price
Customers do not just buy a car—they buy the experience. A well-conducted test drive increases perceived value by allowing the customer to feel the comfort, performance, and features first-hand. If you skip this step, they are left comparing only on price, making it harder to justify the true value of the vehicle and your service.
3. Reduce Buyer Hesitation
Many customers hesitate before making a purchase because they are unsure if the car will truly suit them. The test drive eliminates doubt by giving them the confidence they need to move forward. No test drive? A higher chance of them walking away.
4. Make It Personal
A great test drive experience is not just about driving—it is about tailoring it to the customer. Highlight features that matter to them, encourage them to test specific functions, and relate the car back to their lifestyle. The more personal the experience, the more impactful it will be.
5. Turn Interest Into Action
A well-run test drive builds excitement and urgency. If a customer enjoys the drive, it is much easier to move them towards a decision. Do not let them "think about it"—help them feel as though they have already found their car.
Want to turn more test drives into sales?
Watch this video at your next sales meeting.
Elevate Your Sales Performance with Total Selling Solutions
At Total Selling Solutions, we specialise in automotive sales training that transforms dealership performance. Whether you are a new sales cadet, an experienced executive, or a manager looking to refine your leadership skills, we have the right course for you.
Sales Cadetship Training
Fast-track your sales trainees’ success with our six-week, structured Sales Cadetship Training. This programme blends online modules with live Q&A sessions to ensure your recruits master the Walk-In Sales Process and Sales Call Handling techniques.
What’s included?
6 Live weekly training sessions with TSS specialist trainers
Walk-In Sales Process and Sales Call Handling
2 Courses, 23 online and workbook topics
59 Instructional videos and testing
188-Page hard copy workbook
Sales manager and cadet collaboration programme
Push notifications with link to weekly content
Graduation certificate and deal pen on course completion
Sales Executive Mastery Course
Designed for seasoned professionals, our eight-week Sales Executive Mastery Course helps refine customer engagement techniques and convert interest into sales.
What’s included?
8-Week comprehensive course
Live training support from TSS specialist trainers
Executives will self-analyse through case studies creating an action plan
Refine training on Walk-In Sales Process and Sales Call Handling
2 Courses, 27 online and workbook topics
54 Online instructional videos and testing
Comprehensive 110-page hard copy workbook
Graduation certificate upon course completion
Sales Management & Leadership Course
Take your dealership’s success to the next level with our eight-week Sales Management Leadership Course. This programme is designed for sales leaders aiming to optimise performance and improve conversion rates.
What’s included?
8-Week comprehensive course
Live training support from TSS specialist trainers
Walk-In Sales Process and Sales Call Handling processes
4 Case studies and business plans
25 Online and workbook topics
27 Instructional videos and testing
An extensive 119-page hard copy workbook
Graduation certificate on course completion
Specialty Walk-In Sales Process Course
Enhance your team’s skills with our intensive, interactive Walk-In Sales Process Course—a full-day onsite training session that covers 70% role-playing and 30% structured theory.
What’s included?
Full day onsite training (20-30 participants)
Two automotive experienced TSS specialist trainers
Expert facilitation
Structured theory and interactive role plays
Pre- and post-management feedback
Dealership training alignment
Industry specific workbooks
Post satisfaction and participant sign-off surveys
Transform Your Sales Approach with TSS
If you are serious about maximising test drives, increasing conversions, and refining your sales process, TSS is here to help. Learn more about us and our proven training programmes by visiting our About Us page.
Ready to take your sales team to the next level?
Explore our full range of training programmes at Total Selling Solutions and start closing more deals today.
