What are some creative ways to make a test drive more engaging?

Have set, pre-mapped driving routes tailored to each customer's preferences (at least three): highway, backroads, and a mix. Highlight specific features at various landmarks along the dedicated route: acceleration on the on-ramp, handling at curves, suspension settings on rough roads, voice controls at stop signs. Emphasize unique selling points not experienced in the showroom & focus on driving-related benefits during the “moving presentation”, saving non-driving amenities for before and after the drive. Prioritize showcasing the value proposition, I like to think of it as a sales pitch in a mobile board room where your preparation for the presentation will win you the sale.

Make the client feel comfortable Pair their phone to the car on the test drive and let them play their music making them feel like it’s already their car

✔️ Before test driving, inquire about customers' driving habits and needs to customize the route. Tailoring the experience showcases the vehicle's suitability to their lifestyle. For frequent commuters, demonstrate adaptive cruise control on busy roads; for scenic enthusiasts, highlight handling on back roads. Additionally, consider factors like passenger comfort and cargo space for those with kids or pets. Personalizing the test drive not only addresses specific concerns but also enhances the overall customer experience, reinforcing the vehicle's alignment with their unique preferences and requirements.

Man sollte für verschiedene Fahrertypen auch verschiedene Probefahrtrouten geplant haben. Im Falle einer begleiteten Probefahrt kann dies selbstverständlich abweichen, sollte der Interessent alleine fahren, sollten im Navigationssystem verschiedene Routen eingespeichert werden, damit der Kunde sich auf die Fahreindrücke konzentrieren kann und nicht den Weg noch suchen muss.

Depending on the automobile and the customer, give the full-pop experience if they want it. Almost every dealership has test drive vehicles, and tailoring your customers' test drives toward how they would operate that vehicle in every day life paints the picture in their head as they are driving and it becomes a much more emotional experience, which can be very rewarding for you as a salesperson. It helps when you make it fun and engaging! I always recommend going on the test drive with the prospect.

🔊 Engage customers during the test drive by incorporating storytelling and humor. Share anecdotes about the vehicle's features or brand, like how the rearview camera saved you from a parking ticket or how the panoramic sunroof impressed a date. Encourage customers to share their own driving stories or jokes, fostering a relaxed and enjoyable atmosphere. Through relatable and light-hearted interactions, you build rapport and trust, enhancing the test drive experience and leaving a lasting impression. Additionally, demonstrating a genuine passion for the vehicle and its capabilities reinforces your credibility and enthusiasm as a salesperson.

Yes engage the customer with facts n figures through a simple story ( if required) New age buyers are very smart and they do their ground work before visiting the showroom or the inquiry. They have decided which brand / model to buy. No one has time to listen to others stories.

Seien Sie offen und kommunizieren auf Augenhöhe miteinander. Der Kunde soll und muss sich wohlfühlen und ihnen vertrauen. Nutzen Sie Beispiele aus ihrem Leben und aus dem Alltag, damit Sie Dinge besser erläutern können.

Brake check and demo of special features. Get the adrenaline going! Create excitement. Share previous experiences. Have a great time!

Being able to have a great conversation with all customer is key , but in the other during a test drive better to be a little more quiet to let them enjoy the ride .

Überlegen Sie sich, ob Sie nicht erst einmal den Kunden fahren, damit er sich im Auto orientierten kann und alles ausgiebig probieren kann. Zeigen Sie ihm, welche Asisstenzsysteme vorhanden sind und wie diese funktionieren. Sie sind der Experte. Seien Sie selbstbewusst und führen den Kunden, damit der Kunde erstaunt die Probefahrt beendet

Helping customer to adjust their seat is an essential thing. For example in a showroom the car might have a big guys seating position after previous customer and then your customer might be a short lady and she can’t see anything out of the car or reach even the pedals. After you make that car suitable for them, they can start feeling the controls (leather on steering wheel, aluminium on decorative trim, touchscreen etc.) and their senses open up. Plus they can see out of the car properly and feel more confident 😄

Lenken Sie das Gespräch durch offene Fragen. Ihr Gesprächsanteil sollte maximal 20% betragen. Durch gezielte Kommunikation schaffen Sie eine angenehme Gesprächsatmosphäre. Wenn der Kunde Vertrauen zu Ihnen gefasst hat, wird er von alleine mehr erzählen, als Sie denken. Jetzt müssen Sie die genannten Informationen nur noch entsprechend verarbeiten und verwenden können.

One of the most important thing when asking any question about what they want , need , desire is always best in open end , a “no” or even a normal “yes” won’t get you to the end , engage have them engage, buyers are emotional, any buyer including myself !

Customers always want to hear about how the vehicle will make their life better. Remember this is the main purpose for making the purchase. Once they become interested in the vehicle, the salesperson’s duty is to point out all the benefits of the vehicle in every day use. Once the customer has identified the vehicle as a potential “problem solver” we can now transition into affordability and financing for the asset to be purchased.

Open-ended questions are a great way to get more information out of your customer. After you’ve got answers about where they use their vehicles, how they’re gonna use them and what is important about their car, then you can start using them as solutions to convince them that you’ve found them the right car. “This 7 seater car solves the problem that you need to carry 4 kids to the school” and so on.

ℹ️ Enhance the test drive experience by offering value-added information beyond what customers may already know. Educate them on warranty details, safety ratings, fuel efficiency, and unique features of the vehicle. Comparing and contrasting with competitors underscores its advantages. Additionally, provide insights into maintenance schedules and potential long-term costs, demonstrating your commitment to their satisfaction and confidence in their purchase decision. By empowering customers with comprehensive knowledge, you establish yourself as a trusted advisor and ensure they make informed choices tailored to their needs and preferences.

Assuming the sales process has assessed the customers needs, giving context to the vehicle operation related to benefits will add value to their own research

Im Laufe des Gesprächs haben Sie die notwendigen Informationen erhalten und jetzt müssen Sie diese entsprechend verwenden. Sie sollten jetzt wissen was dem Kunden wichtig ist und wo seine Bedenken sind. Klären Sie den Kunden zudem darüber auf, dass es immer Alternativen gibt. Hier sollte nichts schlecht geredet werden, vielmehr die Vorzüge an Ihrem Fahrzeug hervorgehoben werden.

Service intervals, warranty, service network and things like these are an important thing when buying a car but those are rarely the questions that customers remember to start with. If you deliver that information (in a suitable context) for them without them even asking they can really get the feeling that you’re a true pro and know things. And if they ask you a question that you don’t already know, then don’t hesitate to admit that you don’t know it but you’ll get them the answer.

One thing I’ve found helpful is for local customers have them take the vehicle home on a test drive and have them “make sure it fits” in their driveway/garage. I believe it creates a sense of ownership when they get out and see the new vehicle at their house.

He’s a couple of ideas Incorporate interactive technology: Use virtual reality or augmented reality technology to enhance the test drive experience. This can allow customers to visualise themselves driving the car in different scenarios and environments. Offer incentives for test driving: Provide incentives for customers who test drive a car, such as discounts on future purchases or complimentary services like car washes or oil changes. Personalise the experience: Get to know your customers' preferences and interests before the test drive, and tailor the experience to their needs. For example, if a customer is interested in technology features, focus on showcasing those during the test drive.

Consider personalized routes that match the customer's daily driving needs, highlighting how the vehicle fits into their lifestyle. Introduce a technology tour showcasing the car's unique features before setting off, focusing on elements that improve safety, comfort, and convenience. Offer themed test drives for different lifestyles, such as urban commuting or adventure trips, to demonstrate the vehicle's versatility. Incorporate a surprise element, like a coffee stop or a scenic viewpoint, to make the experience memorable. Engage customers with follow-up questions to encourage feedback and further personalize the interaction.

Choose a route that allows the customer to experience everything the vehicle has to offer; hwy driving and city! ☆☆Most importantly: always ride with the customer so you can overcome any objections☆☆