2. The Test Drive

written by Fred Ginsburg and “Uncle Ray”

Your test drive is really an interview.

After being greeted by the dealership salesperson and getting past their first level of interrogation as they try to size you up, you will inevitably be taken around the lot and shown some purchase prospects.

As soon as they see you react favorably towards a car, expect to be encouraged to take a test drive, especially if you are not familiar with the make/model or unique features.

You will have to give them your drivers license but INSIST that they do NOT try to run your credit report. There will be time for that later, IF you decide to purchase.

Absolutely do NOT give them the keys to your own vehicle, when they offer to “estimate a trade-in value”. In fact, I would go so far as to imply that the car you drove up in is NOT the vehicle you plan on trading in; or if that lie seems implausible, that you are still undecided as to keeping or selling your car.

When you begin the test drive, with the sales rep either besides you or in the back seat – he or she will turn on the radio. Smile, turn the volume up, listen for a minute. “Yes, it has a good sound system.”

Then turn it completely OFF. And keep it off. You want to be able to hear the car; not the car speaker!

The sales rep will direct you out of the parking lot and want to take you on their preferred route. Humor them, and drive their (carefully planned) course. But before returning to the dealership, tell them that you now want to drive your own route. Make sure to include freeways with acceleration ramps, as well as congested streets with lots of stop & go. Do not baby the vehicle; drive it hard and aggressively.

 Check acceleration, hard braking, tight turning radius. Stop & go. Think about what conditions you regularly encounter on your commute. If it is a Jeep or 4x4, ask if there are any gravel roads where you can test 4wd and 4wd-low.

The sales rep will try talking incessantly. Politely tell him to remain quiet, so that you can hear the CAR. Listen for unusual sounds, squeals, squeaks, etc.

Maintain your poker face. Do not show excitement, glee, or emotion. If the sales rep thinks you are thrilled and in love with the car, you lose bargaining leverage. If anything, wince a lot as if something failed your test or invites scrutiny. That forces the salesperson to up their ante to earn your satisfaction.

At all times, remember the 5th Amendment. You have the right to remain silent. The less you say, the less you can be manipulated or played later. A trained salesperson will ask you lots of innocuous conversational questions, all of which are designed to paint a picture of your economic status, monthly budget, immediacy or timeframe to drive away in a new car, competitive shopping, and other key factors that define what kind of customer you might be.

If pressed to answer, be vague and generic. This is not a job interview; you do not need to impress anyone with your background. The salesperson needs to impress you; not the other way around. Maintain control of the conversation.

The only time you should speak is if you have a technical question. Do NOT talk about yourself, your profession, or anything that helps to profile you. Especially, do NOT talk about monthly payments or budget. And be nebulous about whether you intend to trade-in your current vehicle.

The purpose, for you, of this test drive is to see if you like the car. Period.

Purchase negotiations will take place later.