In a recent video on the CarEdge YouTube channel, Ray and Zach Shefska pull back the curtain on the hidden strategies dealerships use during a test drive. The biggest red flag? According to Ray, a 43-year veteran of the car business, it’s when a dealer asks you to fill out a credit application before letting you test drive a vehicle.
This is not a necessary step. Ray emphasizes that all you need to provide is a valid driver’s license. If the dealership insists on a credit app just to let you get behind the wheel, that’s a clear sign they’re not working in your best interest. Walk away and find another dealer, he says. You’re there to test the car, not sign your financial life away before you’ve even turned the key.
The Sales Pitch Starts at “Hello”
Ray Shefska explains that the test drive doesn’t begin when the engine starts – it begins the moment you walk through the dealership door. Salespeople are trained to “land” you on a vehicle and build emotional investment early. They want you to feel like you’ve already made a decision before you ever leave the lot.
Zach points out that this tactic is subtle but powerful. The salesperson might suggest, “Let’s make sure this is the right car for you,” which sounds helpful but is actually a way to shift the conversation from exploring to committing. Buyers should be aware that the test drive is part of the pitch, not a casual preview.
Three Questions That Reveal Their Game Plan
Ray shares a three-step script he taught his own sales team to follow after every test drive. The first question is, “You loved the way it drove, didn’t you?” This is designed to draw out a positive response, even if your opinion is still forming. It nudges you closer to saying yes, and it’s intentional.
The second question is all about the vehicle’s features: “It’s equipped the way you want your next car to be, right?” This is where the dealer tries to surface any objections and overcome them. If something is missing – say, heated seats or a specific trim – they’ll steer you toward a higher-priced option.
Then comes the most important question: “Assuming we can work out all the details, you’d want to take this home today, right?” This is where the pressure starts. Ray advises customers to answer carefully – don’t say yes, even if you’re leaning that way. Instead, respond with something like, “It depends on the out-the-door price.”
Play “Cautious Offense” as a Buyer
Zach adds that buyers should learn to play what he calls “cautious offense.” That means showing interest without overcommitting. You want the salesperson to see a deal is possible, but not inevitable. Otherwise, they’ll assume they don’t have to work for your business and might skip negotiating altogether.
Ray says if you gush about how much you love the car, the salesperson will treat you like what the industry calls a “laydown”, a buyer who will agree to whatever is offered. By staying measured and skeptical, you force the dealer to put their best offer on the table.
Speak Up During the Test Drive
When you’re on the road, Ray strongly recommends that you don’t stay silent. If you notice odd noises, a rough ride, or anything that seems off, say something. “What’s that rattle?” or “Is that a brake noise I’m hearing?” are perfect examples of what to bring up. This not only shows you’re paying attention, but also puts pressure on the salesperson to address issues instead of glossing over them.
Too often, buyers treat the test drive like a joyride. Instead, Ray insists you treat it like an evaluation, because that’s exactly what it is.
Drive It Like You Already Own It
According to Ray, your test drive route should reflect your real-world driving. That means taking it on city streets, highways, and stop-and-go traffic – not just a two-minute lap around the block. Test acceleration on a merge, check the handling at speed, and make note of the brakes in stoplight situations.
If the salesperson keeps talking while you’re trying to focus, Ray says you should politely ask them to be quiet so you can hear the car. He jokingly calls it listening to the “surround sound of the vehicle” – meaning the hum, the clunks, the rattles, or hopefully, the lack thereof.
Don’t Let Emotion Make the Sale for You
Zach stresses the importance of not showing all your cards too soon. Saying things like, “This is the most comfortable car I’ve ever driven!” might feel honest, but it sets you up to be overcharged. The salesperson will assume you’re hooked and won’t fight for the best deal.
Instead, use phrases like “It felt pretty good, but I still want to compare a few things” or “It might work, depending on the price.” These leave the door open without closing yourself into a deal you’re not ready for.
Never Let the Dealership Control the Conversation
One of the biggest takeaways from Ray and Zach’s discussion is that you need to stay in control. Salespeople are trained to lead, but if you push back and ask direct questions, you shift the balance. Ask for the full out-the-door price, not just the monthly payment. Demand transparency. Make sure they know you’re comparing options.
Ray says dealerships that dodge or redirect when you ask about total cost are counting on confusion to close the deal. Don’t let them.
Why a Credit Application Is a Setup
The biggest warning from Ray Shefska is clear: don’t fill out a credit application just to test drive a car. There’s no reason for it. A driver’s license is standard, but your Social Security number and financial data should stay private until you’ve decided to buy.
Dealerships use credit apps to profile your purchasing power before negotiating. If you fill it out too early, they’ll tailor the deal to your limits, not what the car is actually worth. This is a classic bait-and-trap technique, and Ray says it’s one of the most abused tactics in the industry.
Know Your Budget Before You Show Up
Zach recommends arriving at the dealership with a clear understanding of your budget and maximum purchase price. Tell the salesperson up front that you’re only looking at vehicles that fit your financial plan. That instantly sets boundaries and tells them you’re not easily manipulated.
CarEdge offers free tools like their Deal School to help buyers prepare in advance. There, you can find checklists, budget planners, and negotiation tips to use before, during, and after the test drive.
Knowledge Is Power
Ray and Zach Shefska’s advice isn’t just helpful – it’s essential. Their years of industry experience offer buyers a rare inside look at how dealerships operate and how customers can push back. The key is to stay alert, speak up, and never assume the dealership is doing you a favor.
A test drive is your chance to vet the vehicle, not sign your life away. As Ray put it best: “Give the salesperson enough reason to stay interested – but never enough to think they’ve already won.”
Ed spent his childhood in the backwoods of Maine, where harsh winters taught him the value of survival skills. With a background in bushcraft and off-grid living, Ed has honed his expertise in fire-making, hunting, and wild foraging. He writes from personal experience, sharing practical tips and hands-on techniques to thrive in any outdoor environment. Whether it’s primitive camping or full-scale survival, Ed’s advice is grounded in real-life challenges.