John Hine - Test Drive Experience

We all know how important the test drive is. Your chances of selling a customer increases exponentially with a thorough test drive. John Hine Mazda/Pontiac/Dodge in San Diego has perfected the test drive experience. Prior to each test drive, the sales consultant reviews the pictured John Hine Test Drive Experience map.

Every element of the test drive is mapped out and labeled and in full color on an 8 1/2 by 11 sheet of card stock. The map lets the customer know in advance what the route is, what conditions they will be driving under, and on the back, features affirming questions about the way the vehicle feels and handles for the customer to consider during each element of the test drive.

By following a proven pre-planned route, the sales consultant can pre-condition the customer on what to look for during each element of the test drive. Also, by following the same route, the sales person can inform the customer exactly how long the drive will take, eliminating customer concerns over time.

For the customer who "does not have time for a test drive" or is "on his lunch break" the sales consultant can respond: "Great!! I have a test drive that will take us 15 minutes and give you a demonstration of how this vehicle handles in all types of driving situations. Take a look at this map to prepare yourself while I a grab the keys to the vehicle you interested in."


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