Fond memories of your driving test?

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lot of salespeople tell me that they often feel like a driving instructor when they’re doing a demonstration drive, and that can make customers uncomfortable. So here’s an alternative approach that you might want to try.

Drive halfway round your demonstration route. This is when I tend to do all of my talking and demonstrating. There is so much technology to demonstrate on today’s modern cars – the lane departure warning system, adaptive cruise control, electronic power steering, start-stop technology and so on.

The way I tend to structure it is by alternately demonstrating and talking about a feature on the car, and then chatting with the customer.

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