"Can I try it out for a weekend first?" is a request that sounds reasonable to the customer and creates real logistical challenges for the dealership. It's usually a masking objection — there's a concern underneath that a weekend won't resolve.

What's Behind This Request

• The customer isn't fully committed and wants a delay mechanism
• They've heard about dealers who offer weekend test drives and expect it as standard
• They have a genuine concern about the vehicle (comfort, fit, spouse approval) that they feel can't be assessed in a 20-minute test drive
• They want to drive it before they commit and don't see why that's a problem

The Response

First, explore the concern:

"I'd love to make this work for you. Can I ask — is there a specific thing you're trying to figure out with more drive time? Sometimes there's one particular concern I can help address today rather than needing a full weekend."

If they name a specific concern (road noise, comfort on the highway, spouse approval):

• Road noise / highway comfort: "Let me take you out on [highway route] right now. That'll give you the experience you're looking for in about 20 minutes."
• Spouse approval: "Is there any chance your [spouse] could come in today or tomorrow? I'd hate to have the vehicle taken tomorrow while we're waiting for a weekend that might not be needed."

If no specific concern — they just want more time:

"I understand — this is a significant purchase and you want to make sure. Let me check what our extended drive policy is. [Check.] Here's what I can do: we can do a full morning or afternoon test drive today — take it wherever you want to go, run your errands, let it settle in. Would that give you the time you need without the complication of an overnight?"

When the Dealership Offers Overnight or Weekend Drives

Some dealerships do offer this as a sales strategy. If that's your dealership's policy:

"We actually do that for customers who are seriously considering a purchase. Let me take a copy of your driver's license, and I'll have you fill out a brief agreement. We'll set you up with a full tank and you can bring it back [Monday/Sunday night]. When you come back, we'll sit down and finalize everything — does that work?"

Get a commitment attached to the return: the expectation is that if the vehicle meets their expectations, they're proceeding with the purchase.

When the Dealership Doesn't Offer It

Be direct and offer an alternative:

"I'd love to say yes to that, but our policy doesn't allow vehicles to leave overnight without a purchase agreement in place. What I can do is give you as much time today as you need — extended test drive, wherever you want to go, for as long as your schedule allows. We can even take two separate drives. Would that give you what you need?"

The Commitment Question

If they still want the weekend drive:

"Can I ask — if we could do a weekend drive and it confirmed everything you're hoping, would you be ready to move forward when you brought it back?"

If yes: work with your manager on whether this is worth authorizing. If no: "What else would need to happen between now and then? I want to make sure I understand what's in the way."

FAQ

What's the risk of allowing a weekend drive? The vehicle is off the lot, possibly off-market for a buyer who might have purchased it. The customer may return having decided against it. There's also insurance and liability to manage.

Should salespeople ever agree to weekend drives? With a clear commitment from the customer and manager approval, an extended drive for a serious buyer can close deals. Without commitment, it's often a delay tactic.

---

The weekend drive request often masks a specific concern. Train your team to find it before accommodating the request. DealSpeak includes test drive objection scenarios. Start a free trial.