Test Drive

It may seem counter-intuitive to most people that salesmen on commission would want to “waste time” by going for a test drive, instead of getting down to the price of the vehicle. However, they need you to drive the vehicle so that you become emotionally attached to it. Manipulation sucks, doesn’t it?

Again, expect the test drive to be chalk full of suggestions based on the buying motives they learned during the guest sheet phase, in which you can only answer positively. They need you to see yourself owning the car, and how great it will make you feel in front of your friends, family, etc.