Sales
Demo Drive
The demo drive is the test drive portion of the sales process — the moment the customer experiences the vehicle and emotionally commits.
What it means on the floor
Stores that protect the demo drive (every customer, every time, fully scripted route) close at 25–40% higher rates than stores that skip it. The demo isn't about the customer making a logical decision — it's about creating ownership before negotiation begins.
Related terms
Knowing it isn't the problem. Doing it is.
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