A test drive is when a prospective buyer takes a car they’re considering for a spin, either on a road, on a closed course, or virtually, before committing to the purchase. Often considered the sales professional’s most potent weapon in breaking down buyer reluctance, the test drive is often a choreographed experience. The best salespeople plot routes to show off a car’s strengths and camouflage its weaknesses. A savvy buyer uses the test drive to get real-world experience in the vehicle and determine if it suits their needs and desires.
In the case of private-party purchases, a test drive can be critical to discovering the subject vehicle’s actual condition. In the best situations, a test drive includes a visit to a trusted mechanic for an evaluation.
A test drive is not an opportunity to abuse a car for sale nor to test the limits of traction and ground clearance.
