Andy Elliot Objections Practice Test 2026 – Comprehensive Exam Prep

Qualifying the customer by experience is what this tactic is about. Asking whether they’ve driven one before gives you a read on their familiarity with the product and their comfort level behind the wheel. If they have driven a similar model, you can discuss real-world aspects, performance, and ownership considerations with them and feel confident moving toward a test drive or deeper comparison. If they haven’t driven one, you know to focus on hands-on demonstrations and explanations to build familiarity and trust. This approach helps you tailor the conversation and decide the next steps based on actual experience rather than just interest.

It’s not primarily about measuring interest, nor about showcasing your product knowledge, nor merely about proposing a test drive. It’s a quick, practical way to segment and qualify the customer so you can guide the discussion appropriately.