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- EP59: Stop Triggering Traps. Start Asking Pathways.
EP59: Stop Triggering Traps. Start Asking Pathways.
The 3 Pathways that uncover the truth and build trust.
Andrew Sardone
October 02, 2025
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Customers walk into dealerships like spies. Sunglasses on, cover story rehearsed, guard up. The wrong question sets off a trap. The right one unlocks trust.
In this week’s episode, Andrew breaks down the Discovery Pathways:
Context: Start broad, get the story.
Constraint: Surface limits without pressure.
Commitment: Calibrate readiness with respect.
Why It Matters
95% of buyers research online before they arrive.
61% still call or visit, expecting a human who will go deeper.
But 76% don’t trust dealership pricing, and 86% suspect hidden fees.
Asking better questions isn’t optional. It’s how you earn the truth, build trust, and create deals that feel good on both sides.
🎟 Download the Discovery Pathways Cue Card
One page, three pathways, sample questions, and pitfalls to avoid. Tape it to your desk, keep it in your pocket, or hand it out in your next team huddle.