Test Driving?

ZCarGo

Many moons ago, I sold new cars and the policy at the dealer was the customer must drive the car before we sit and talk numbers. It was actually part of a checklist. It's all about the selection process and taking ownership in the new car.

They said the comparison would be against their existing car that doesn't have the new car smell, the seats don't feel as supportive, the sound system isn't as good, etc.. We were to do the walk around before they drove and we were to keep our mouth shut while they were driving so they could "experience" the car. They even trained us to have the customer park in the reserved spots up front posted with signs reading "New Car Delivery" when we returned from the drive. We were not supposed to take the keys from the customer upon the return trip..the longer they held that new key fob, the more attachment they develop for the new car. It was almost a game to refuse taking the key back from them. I would just step out of the car and start walking into the dealer and let them figure out whether it was important for them to lock up their "new" car. We were trained to refer to "their" vs the new car and create visuals for them..can you imagine picking your kids up in your new car? What do you think your neighbors would say about your new car? Depending on the customer.."You look really HOT in your new car"..there was a lot of psychology.

The stats are something like from the time a person makes it to a dealer, they will be driving a new car within three days. That's why it's a mortal sin to let you leave the dealer and why the sales guy must create a very strong need while you are there.

Short story long..if they aren't letting you drive this car immediately, they suck at sales and I'd go somewhere else. The only thing they should require from you is a copy of your license and proof of insurance.

-ZCarGo-

BTW..The number one reason to buy a new car is that you've just paid off your existing car. The second reason is that your car has been in an accident regardless of whether it has been repaired.

jakoye

Good info, ZCarGo.

It's so funny though... all these tricks and psychological tools car dealers use to get people to buy cars, but people wouldn't be at the car dealership in the first place if they didn't want to buy cars!

I think it's the "fluid" price tag more than anything else that makes the process a pain for the consumer. Americans don't really have a bartering culture, like so many peoples do around the world. We don't want to negotiate for hours on a price for a product. We expect someone to post a price and then we'll decide to pay it or not. I guess that's what the MSRP is. But now with all these websites out there, it's pretty easy to know what the car actually cost the dealership. So... advantage consumer.

Not that I wanna play the violin for car salesmen, but it must be a tough road to hoe these days.

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shadyDR

Thanks for the info ZCARGO