Test-Drive CDs Help Sell Vehicles

Popping a CD into a car sound system during a Sunday drive can make for a more pleasurable motoring experience.

Playing a particular CD during a dealership demonstration drive can enhance the selling experience.

So say the creators of Motormouth, a line of automotive sales CDs. To be played during or before the demo ride, the discs feature a low-pressure sales pitch in which vehicle attributes are noted. It's intended to communicate to dealership customers the features and benefits of owning the vehicle being driven.

Each CD track provides information on the standard safety, comfort and convenience features of the vehicle a customer is test driving.

The tracks sell value instead of price and satisfy the “customer's need to know” while also training salespersons through repetition, says Motormouth president and creator Steve Levin.

The CDs are used at Nissan, Chevrolet, Cadillac and Hyundai dealerships. The line is being expanded to include a 2006 series for Ford, Lincoln and Mercury. Plans are also to introduce Buick, Pontiac, GMC, Honda, Subaru and Toyota tracks.