EP64: Every car deal has a heartbeat
Description
In this 30-minute episode, Andrew Sardone breaks down why the test drive is the emotional pivot of the sale and how great consultants create ownership moments through silence, observation, and timing.
You’ll learn:
🚗 The two Emotion Windows that decide most sales
🤫 Why confident silence builds trust faster than specs
🧠 The science behind emotional timing in customer decisions
📋 How managers can coach drives that close themselves
Nerd Stats inside:
78% of buyers say the test drive sold them the car (CDK Global)
69% call it the most crucial part of the buying journey (DealershipGuy)
80% say no online experience replaces a real drive (Urban Science)
Free Tool:
Download this week’s AutoShop Test Drive Passport — the step-by-step checklist for creating test drives that move metal.
United States
