Print this. Stick it inside your folder. Glance at it before you walk to the lot.
The 8 beats of a closing test drive
Beat 1 — Greet at the door (60 seconds)
Say: “Hey [name], thanks for coming in. I’ve got the [vehicle] pulled up front, ready to go whenever you are. Coffee or water before we head out?”
Don’t: Launch into product info. Don’t ask about budget. Don’t mention financing.
Anchor: They’re a guest. You’re host.
Beat 2 — Walk to the car (90 seconds)
Say: “Let me show you something — we just got these in [Tuesday/last week]. The [color/feature] you mentioned in your message — yeah, it’s even better in person.”
Don’t: Walk in silence. Don’t talk about the dealership.
Anchor: You remember their specific message. You’re not selling — you’re helping them see what they came to see.
Beat 3 — Cold start + features at the curb (3 minutes)
Say: “Pop in for a sec — I want you to hear something.” Start the engine. “Quiet, right? Now feel this seat — where’s it lock for you?” Adjust together.
Don’t: Recite spec sheets. Don’t talk about MSRP.
Anchor: This is their car for the next 20 minutes.
Beat 4 — Drive route (12–15 minutes)
Say: “Take the exit ahead. Try the lane assist on the highway — it’ll do most of the work. … [pause] … How does it feel after [their current car]?”
Don’t: Sit in silence. Don’t sell. Don’t ask “What do you think?” — too open-ended.
Anchor: Comparison. They’re feeling the upgrade.
Beat 5 — Return + park (90 seconds)
Say: “Park up there in front. Anywhere works — it’s basically yours for the next 20 minutes.”
Don’t: Hover. Don’t remind them this is the dealership car.
Anchor: Possession.
Beat 6 — Walk back to your office (60 seconds)
Say: “What did you think of [specific feature they reacted to during the drive]?”
Don’t: Ask “So, what do you think?”
Anchor: Emotional commit. They’ve already said something positive about a feature.
Beat 7 — Sit down + recap (3 minutes)
Say: “Let me grab my notes — I want to make sure I have everything you mentioned.” [Pull out form/tablet] “You said [their priorities]. The [vehicle] handled all of that. Anything else come up during the drive?”
Don’t: Pivot to financing. Don’t talk price yet.
Anchor: Validating they got what they came for.
Beat 8 — Bridge to numbers (60 seconds)
Say: “Let me run a couple of numbers for you. Best-case, what’s the budget you’re working with — looking at monthly or out-the-door?” OR “Want me to grab my desk manager to run a few options? Takes 5 minutes.”
Don’t: Push hard. Don’t quote anything yet.
Anchor: Respect for their time. Numbers come naturally now.
If the customer says…
| They say | You say |
|---|---|
| ”I need to talk to my [spouse/partner]" | "Totally fair. Want me to print up the specs and a couple of payment options so you have something to bring home?" |
| "I want to think about it" | "Sure — anything specific I can clarify before you leave? I’ve got a couple of these that’ll move this weekend." |
| "What’s your best price?" | "My desk manager’s better at that than I am. Want me to grab him for 5 minutes?" |
| "I’m comparing this to [competitor]" | "Good call to compare. What about the [competitor] are you most curious about? I want to make sure you’re comparing apples to apples.” |
What this script doesn’t do
- Doesn’t sell. The vehicle sells itself if you let it.
- Doesn’t push. Pushed customers walk.
- Doesn’t quote prices. That’s the desk manager’s job.
What it does: gets you and the customer to the desking conversation with both of you wanting to be there.
Diablo Academy · learn.diablo-ai.com