Skipping The Test Drive

An acquaintance of mine was at a car dealership looking at a minivan. The family had grown, a dog was in the mix too, and it was time for a bigger car. The guy had the dealer walk him through all the configurations of seats. Folded, stowed, arranged this way or that. Once happy, he said he was ready to buy. The dealer was a bit surprised: "Don't you want to take it for a test drive?"

To which my acquaintance replied: "Nah, I'm good."

Minivans are bought for their capacity and comfort, not for their sporty handling. Whether it's a Sienna, an Odyssey, or a Pacifica, they'll all be satisfactory in that department. Maybe one goes from 0 to 100 quicker than the other. Maybe one steers a tad more aggressively. None of that matters more than whether it'll accommodate your kids and keep them happy.

If you're building (and selling) something, make sure you understand deeply what your buyers care about.