You're trying to connect with a disinterested client. How do you make the test drive experience engaging?

1 Tailor the Approach

When you notice your client seems disinterested, it's crucial to tailor the test drive to their specific interests and lifestyle. Start by asking questions about their daily driving habits, preferences, and what they're looking for in a vehicle. Use this information to highlight features of the car that align with their needs. For example, if they have a family, demonstrate the ease of installing child seats or the convenience of extra storage compartments. Making the test drive relevant to them can pique their interest and create a connection.

2 Feature Highlights

During the test drive, focus on demonstrating the vehicle's features that are most likely to impress your client. If the car has the latest technology, like an advanced infotainment system or driver-assistance features, take the time to show how these can enhance their driving experience. Explain how each feature works in a simple and understandable way, and encourage your client to try them out for themselves. This hands-on experience can help them see the value in the vehicle.

3 Interactive Experience

To engage a disinterested client, make the test drive an interactive experience. Encourage them to participate by asking them to navigate to a location using the vehicle's GPS system or to adjust the climate control to their preference. This involvement can help them feel more connected to the vehicle, as they start to picture themselves owning and using it. The more they interact with the car, the more likely they are to develop an interest in it.

4 Address Concerns

If your client expresses any concerns or hesitations during the test drive, address them promptly and with empathy. Listen carefully to their issues and provide clear, concise answers. If they're worried about fuel efficiency, for example, discuss the car's miles per gallon (MPG) rating and compare it with similar models. By showing that you understand and care about their concerns, you build trust and credibility, which is essential for engaging them further.

5 Dynamic Route

Choose a test drive route that allows the car's performance to shine and matches your client's driving habits. If they're interested in a sporty driving experience, find a route with curves and elevation changes. For those concerned with practicality, a route that includes various road conditions and traffic scenarios may be more appropriate. A dynamic route can help your client appreciate the vehicle's capabilities and how it fits into their life.

6 Follow-Up Questions

After the test drive, ask your client for their thoughts on the vehicle. This is your chance to gauge their interest level and address any remaining questions they might have. Use their feedback to discuss aspects of the car that could meet their needs or to suggest alternative options if necessary. Your attentiveness and willingness to provide additional information can help turn their initial disinterest into a potential sale.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?