There is a pivotal moment in every car deal that most consultants overlook. It is quiet, subtle, and usually happens right before the addendum page appears. When that moment is handled poorly, trust collapses, tension rises, and the customer starts searching for reasons to push back.
This week, we break down why this happens and how to fix it.
In this episode, I walk through the real psychology behind the addendum moment and why customers are not reacting to the addendum itself. They are reacting to the emotional signal the consultant sends. After two decades training sales teams across the country, the pattern is always the same: fear triggers resistance, and clarity creates movement.
You will learn the Three Move Pattern that removes the surprise factor, builds trust early, and keeps customers emotionally steady all the way through the deal:
The Warm Frame
The Simple Value Map
The Confidence Transfer
These moves lower defenses, prevent the discount spiral, and set the tone for a smoother, more predictable buying experience.
Inside, I also share field stories that illustrate both the wrong way and the right way to handle this moment, plus a free tool designed to help you introduce addendums professionally, early, and with confidence.
If your goal is to create better customer experiences, protect your gross, and modernize your sales approach, this issue will give you the structure to do exactly that.
Download the Addendum Clarity Tool in the link provided, and feel free to reply with questions or scenarios you want help with.