Test Drives: Turn Interest to Intent

First impressions matter and the test drive is often the moment when interest becomes intent. As one of the most influential stages of the sales journey, the test drive offers a unique opportunity to connect customers emotionally to the vehicle, reinforce key selling points, and build confidence in the buying decision. This course helps participants understand the true impact of a well-executed test drive and develop the practical skills and structured conversations needed to deliver an engaging, customer-focused experience before, during, and after the drive, whether in person or online, ICE or EV.

Objectives:

• Explain the role test drives in the sales process – recognise why it’s a pivotal stage for customer confidence and decision-making
• Demonstrate how to conduct effective test drives for both ICE and EV vehicles – adapt your approach based on technology and customer expectations
• Connect previous sales stages to the test drive – ensure consistency in message, experience, and relevance from qualification to close
• Adapt to the emotional needs of each customer – recognise how different drivers respond during the test drive and tailor your support accordingly
• Ensure consistency across different formats – deliver high-quality experiences whether in face-to-face, online, or hybrid environments
• Apply structured qualification techniques – use the Needs Assessment, FFB, and HEART processes to personalise the test drive and improve conversion

Duration: 4 hours

Assessment: Included ✓ (80% Pass, 90% Merit, 95% Distinction)

Certificate: Included ✓

Follow Up Resources: Included ✓