Turning the Wheel: Test Drives That Convert

£250 per learner

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The test drive is one of the most decisive moments in the sales process. It’s where customer interest often transforms into genuine intent. This course helps participants understand the importance of delivering a memorable and well-structured test drive that reinforces value, builds emotional connection, and increases conversion.

Participants will explore how to tailor the test drive experience to individual needs, whether showcasing internal combustion engine (ICE) vehicles or electric vehicles (EVs). From preparation through to follow-up, the course covers how to create a consistent and professional test drive in face-to-face, online, and hybrid settings. Practical frameworks help ensure each test drive supports the customer’s decision-making journey with confidence and clarity.

Objectives:

  • Explain the role test drives play in the sales process: Understand why the test drive is a pivotal stage for building customer confidence and influencing final decisions
  • Deliver effective test drives across ICE and EV vehicles: Adapt the test drive approach based on vehicle type, technology features, and individual customer expectations
  • Maintain consistency from earlier sales stages: Ensure the test drive reflects previous qualification conversations, reinforcing relevance and credibility
  • Respond to emotional and behavioural cues: Tailor support during the test drive by recognising different customer responses and adjusting engagement accordingly
  • Provide a high-quality experience in all formats: Deliver structured and engaging test drives whether in person, virtually, or in a blended format
  • Use qualification frameworks to personalise the test drive: Apply the Needs Assessment, FFB (Features, Functions, Benefits), and HEART model to guide conversations and improve conversion outcomes

Duration: 30 minutes

Format

eLearning

Role

Sales Executive, Sales/Assistant Manager, Used Car Manager