How to Get Your Car Salesman to Agree to a Test Drive

We already showed you how to test drive a car properly. We even gave you handy tips on test driving a used car. However, all these recommendations will be for naught if you can’t get your car salesman to do one thing—hand over the keys.

Logically speaking, it makes no sense why a car salesman wouldn’t agree to a test drive. After all, They’re always looking to make a sale, aren’t they? And the only way to convince you to put down money on a car is if you know that it suits your needs, right? Well, if you find it hard to convince a car salesman to let you do a test drive, it all boils down to logistics.

Test drives consume mileage and manpower—two resources that may come in short supply depending on the dealership you visit. Imagine if the car you plan on buying had a bunch of trim levels with different engines and different transmissions. If you were to test drive each and every one of them, it could take you a whole day, maybe even more. Plus, when you put miles on a car that you don’t end up buying, the car dealership will have to explain why the car racked up those miles to the next potential buyer. This could result in lengthy negotiations, and ultimately, a lower price tag for the car, none of which the car dealership wants.

So you see, test drives can have consequences that a car salesman might not want to deal with. If you want to have a long and fruitful test drive, here’s what you need to do.

Tip no. 1: Make the salesman feel comfortable

You need to assure the salesman three things: that you’re not a car thief, that you don’t intend to take the car out for a joyride, and that you’re a serious car buyer. Especially if you intend to check out a luxury car, your car salesman will likely ask you about the other cars you’re looking at. Say for example that you want to test drive a Toyota Land Cruiser. If you can’t name a few competing models in the same segment, your car salesman will probably think you’re not serious or have another agenda in mind.

Put simply, you have to put the car salesman at ease. Don’t make them nervous. When you shake their hand, be confident without being defensive or combative. Tell them what other cars you’ve looked at, and specify why you’re still looking for the right car to buy.

Tip no. 2: Be honest

Many customers think that lying about their finances and/or the cars they’ve owned can somehow convince the salesman that they’re a savvy car buyer. An experienced salesman will have met car buyers of every type, which means they’ve probably heard every car buying excuse in the book. When talking to a car salesman, don’t ever lie, not about anything. It’s utterly unnecessary, and it doesn’t help your test-driving intentions one bit. Even more, if your salesman catches you in a lie, they may feel it’s acceptable to lie right back.

Tip no. 3: Come prepared

Before they agree to give you the test drive, salespeople will likely ask for proof of identification including your driver’s license and work ID. In certain cases, they may even ask for your line of credit, and if you drove a car to the dealership, they may ask for your OR/CR and car insurance info as well. Be ready to divulge everything that proves to the salesman you’re able to buy and legally own a car.

Tip no. 4: Dress for the occasion

Show up like you demand to be taken seriously. You know what respect begets, so wear respectable clothes. For one thing, if you look like you can’t afford a new car, regardless if you talk up a storm, your salesman will still require a lot more personal information from you, to say the least. Sure, you could still get that test drive, but it’s going to take you much longer to get there.

Tip no. 5: Stick to the rules

If the dealership imposes certain prohibitions regarding test drives, say yes to all of them, then proceed to drive as safely as you can. Most likely, your salesman will tell you to take a certain route, at a certain mileage, and with the salesman accompanying you. Don’t sweat it. Put it this way—if it was your car, would you be okay if they take out your car all by their lonesome? Chances are, you won’t.

Keep these tips in mind the next time you plan to visit a car dealership and ask for a test drive. If the salesman says yes, feel free to revisit our tips on how to test drive a vehicle right.