What must be done if a customer has questions after their test drive?

Answer: B — Encourage them to ask questions and provide answers

Encouraging the customer to ask questions and providing answers is essential for a positive sales experience. Customers often have various concerns or inquiries after a test drive that may relate to performance, features, financing options, or dealership services. By addressing their questions, you demonstrate a commitment to customer service, which helps build trust and rapport. Moreover, taking the time to engage with the customer can assist them in making an informed decision. This approach reflects a willingness to support them through the buying process, potentially easing any hesitations they may have. Such interactions are critical in the sales process as they can lead to a more favorable impression of both you as a salesperson and the dealership as a whole. Providing answers can also further highlight the benefits and unique selling points of the vehicle, ultimately contributing to a successful sale.