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By now, you're probably itching to drive the cars you are
considering buying. Well, the time has finally arrived. So
go ahead and set up test-driving appointments. Here's how
to do that.
Special Feature: If you are in a hurry,
then print out this test
drive check list to use on your test drives.
Arranging Test Drives
Set aside a day to do all your test-driving. Try to minimize
your down time; the quicker you can go from car to car, the
fresher your impressions will be. Large auto plazas with multiple
dealerships are good places to do this.
Call the dealerships and set up appointments for test drives.
Tell the salesperson you will not be buying the car that day
- you only want to see how it drives.
If you don't like the salesperson when you talk to her on
the phone, make an excuse and hang up. Call in again and you
will probably get switched to a different salesperson. When
you get someone you think you will like, make an appointment
for a test drive.
Salespeople believe that "the feel of the wheel will
seal the deal." They know customers are weak when they
drive new cars. Customers are tempted to stop shopping and
start buying. But remain committed to doing your test drive
on one day and your buying on another day. Simply drive the
car, take the salesperson's card and leave.
Test-Driving a Car
The salesperson will guide you along a predetermined route.
This is often a 10-minute ride involving a series of right-hand
turns that leads back to the dealership. This might be convenient
for the dealership, but it's not the best way for you to evaluate
the car.
Your test drive should match your driving requirements. If
you often drive into the mountains, find a hill and see how
the car climbs. If you have a highway commute, see how the
car accelerates into traffic and performs in the 60- to 70-mph
range. Tell the salesperson what kind of test drive you want,
and she will accommodate you.
The salesperson will make a photocopy of your license. This
is a standard operating procedure that protects dealerships
from carjackers. Don't worry, they won't run a credit report
with the information on your license (but you might receive
follow-up calls from salespeople). Most salespeople drive
the car off the lot and then turn it over to you at some point
in the test drive. While they are driving, you can evaluate
the car from the passenger's standpoint. Pay attention to
the noise and visibility.
What to Look For
Once you get behind the wheel, your first impression will
be the way the car feels when you sit in it. Is it a good
fit? Are the headroom and legroom sufficient? Are the gauges
and controls laid out conveniently?
Before you start driving, adjust the seat, steering wheel,
mirrors and seatbelt. Ask yourself if it would be a comfortable
car to take on a long trip.
Turn off the radio before you begin driving. You want to
hear the engine and concentrate on the driving experience.
During the test drive, evaluate these specific
points:
Off-the-line acceleration
Visibility (Check for blind spots)
Engine noise
Passing acceleration (Does it downshift quickly?)
Hill climbing power
Braking
Cornering (How stable and balanced is it?)
Suspension (How does it ride?)
Seat comfort
Ergonomics (Are the controls easy to reach and operate?)
Rattles and squeaks
Storage space
A more complete printable
test drive check list is available that you can print
out and take with you to the dealership.
During the test drive, the salesperson may begin asking probing
questions. No matter how much you love the car, remain noncommittal
for now.
When you're back on the car lot, remember to check the trunk
space. You will probably be shown the engine, too. Unless
you are mechanically inclined, there is not much to look for.
You may, however, want to find out how easy it is to find
basic maintenance items like the oil dipstick and fluid reservoirs.
If you are interested in buying the car you've driven, you
should write down the figures on the sticker — the base
price and all the options and their costs. Also, write down
the stock number of the car (a number posted in the windshield)
so you can locate it again when you return.
At this point, the salesperson will probably try to get you
inside to begin negotiations. Don't go there. Resist offers
of brochures, coffee or promises to "see what kind of
payments we can put together." Take a business card from
your salesperson and leave.
Then go on to the next test drive. Who knows? You might like
the next car a lot better. And if you like more than one car,
you will be in a stronger bargaining position when it comes
time to buy.
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