By Allen Harris, The Herb Chambers Companies
It might surprise you to know that every day, customers walk away from their perfect vehicle, missing out on options they needed because they were focused on the cost and didn’t pay attention to the drive. The reality is that both you and the dealer want to find that one vehicle that’s right for you.
So where is the struggle? It lies in bad buying techniques that, although we think they may save us money, may also cost us the optimum vehicle we want and inevitably create a sense of buyer’s remorse because we’re not sure we did the right thing.
The baseline to any purchase is the test drive. Never skip it. You wouldn’t ask your doctor to operate without an x-ray; don’t go into any purchase blind. Even if you’ve driven a vehicle like it in the past or have driven your friend’s version of it, do not skip the test drive!
Get familiar with the car so you know what you’re getting. Don’t aim for the lowest price; aim for the right price for the right vehicle; the one you’ll be happy with because it’s the car you want and, therefore, valuable and satisfying to own.
Here are three steps to take to get the most out of your test drive so that you can gather the best information that will lead you to making the right decision.
Step 1. Gather Information Ahead of Time
Good information is going to set the stage for your vehicle selection, and also help to remove any fear or apprehension you have prior to your visit.
Before going to the dealership, take a quick “test drive” on your current vehicle. When you’re done driving your current vehicle, make a list of the things you’ll need, the things that you like, and things that are relevant to your next vehicle. Try to note things that you take for granted; don’t assume the next vehicle has it.
One big challenge is that a lot of things have probably changed since you last purchased a vehicle, so you’ll need to be prepared for these changes. Manufacturers know you need to know these changes so they make websites that go over the details; when you go to their websites, look for their “vehicle builder” which will give you an opportunity to see your finished vehicle first hand. Reference your list and build out a vehicle the way you want it. Take note of new options as well, as these may be something you’ll want to consider on a test drive. You will be able to see the MSRP of the vehicle and can compare it to your last vehicle’s cost. Remember that payments are simple mathematics so if you like your last finance payment then build a car with similar price. You can print this out and bring it with you.
It can be disheartening if the vehicle that you test drive is not equipped with what you were planning for, so start out by giving your vehicle build to your sales person first, which will help them find you the closest match. Don’t let it throw you if they don’t have your exact vehicle either; just drive the one with the options you want and if you need to compromise later, you’ll know what you’re missing.
2. Get Comfortable & Take Your Time
Your first impression will be to jump in the vehicle and rush the drive. Whether this is due to anxiety, fear or excitement, now is a great time to take a deep breath and slow down. Absorb your new surroundings. Things are probably different from what you’re used to so take a moment to feel the ambiance of the new interior.
The vehicle you’re about to drive has had someone sitting in it before you. Whether that be the last person to test drive or the delivery person who drove it off the truck, it is likely that their physique is nothing like yours. Take the time to adjust the seats, the mirrors, the climate control, and find your way around.
Try your hand with the technology. Program a radio station preset and play with the navigation system. Pair your phone with the Bluetooth. Make sure the functionality works well for you. Remember: the sale person assisting you is trained to know the vehicle while you’ll be experiencing it for the first time, so absorb every ounce of information you can retain. You don’t have to pass the test on how it works, but you should know how comfortable it was for you. Think of this as the light version of your daily commute.
3. Save the Money for the Desk
You may be tempted to start thinking about cost and asking pricing right out of the driveway. Resist the urge. The test drive is a compressed moment to absorb the vehicle and see if it works for you. It will require a good amount of focus to do that. If you’re thinking about how much the navigation will cost, you may ignore it and defeat the whole purpose of the test drive. Just because the vehicle has lamb’s wool carpets doesn’t mean you’re going to have them in the vehicle you drive away with, but it shouldn’t stop you from considering them in your wish list if you find that enjoyed them. Make sure you ask if there are any additional options that you should consider.
If you performed step 1 correctly, then you’re already in a vehicle that will be close to a price you’ve already considered, so stop worrying and enjoy the ride. At the end of the test drive when you are sitting down crunching the numbers back at the showroom you can start crossing things off that don’t fit into your budget.
At the end of the test drive you’ll be going back to talk numbers. The great thing about this three-step process is that you won’t be worrying if you picked the right vehicle or not. You’ll already know what you want and what you don’t want, and the rest is math. Does this mean you’ll drive away the first time out? Certainly not! Give it some time and try out a few vehicles. Get your bearings and a sense of what you do and don’t like. The goal is to be happy with your vehicle and to avoid buyer’s remorse. Walk through your car buying process one step and a time and you’ll find your way.