A car salesperson has sparked debate online after claiming that test driving a vehicle at a dealership could actually work against buyers.

According to a TikTok creator named Ash, who says she works in the automotive industry, the traditional test drive may be less about helping customers — and more about influencing them.

The Psychology Behind Test Drives

Ash claims dealerships encourage test drives because they help customers form an emotional connection with a vehicle.

Once someone gets behind the wheel, experiences the drive, and imagines owning the car, they may feel more inclined to say yes during negotiations.

This concept is often linked to psychological ideas like emotional attachment and perceived ownership, where people begin to feel something is “theirs” before they have actually purchased it.

Why Waiting Around Can Be Part of the Strategy

The salesperson also suggested that long waiting times at dealerships may not always be accidental.

According to her, extended negotiations and delays can leave customers mentally fatigued, which may make them more likely to agree to a deal just to complete the process and leave.

While this claim reflects a common perception among buyers, it is not officially confirmed as a standard industry practice.

Not Everyone Agrees

The advice has divided opinions online.

Many people argue that test driving is essential, especially when making a major financial decision like buying a car. Others say the key is not to avoid test drives, but to remain disciplined during the process.

Some common counterpoints include:

  • Test driving helps identify mechanical issues or comfort concerns
  • Buyers can still walk away after a test drive
  • Skipping a test drive could lead to regret, especially with used cars

What Experts Generally Recommend

Most car-buying guides and industry professionals still recommend taking a test drive before making a purchase.

However, they also advise:

  • Setting a clear budget before visiting a dealership
  • Taking time to compare offers from multiple sellers
  • Avoiding same-day purchase decisions when possible

These steps can help reduce emotional decision-making.

A More Balanced Approach

Rather than avoiding test drives altogether, a more practical approach may be to separate the experience from the decision.

Buyers can test drive a car, leave the dealership, and take time to reflect before committing to a purchase.

This reduces the risk of making a decision based purely on excitement or pressure.