In every car deal there is a quiet moment that determines whether trust grows or collapses. It happens right before the addendum appears, and most consultants mishandle it without ever realizing why the customer suddenly shifts their body language, their tone, or their willingness to move forward. In this episode, Andrew Sarone from Auto Nerd breaks down the psychology behind this moment and explains why customers are not actually afraid of addendums. They are reacting to the fear signals consultants unintentionally send. Drawing from more than twenty years of automotive training, Andrew shares the data, the patterns, and the mistakes that consistently trigger resistance, discounts, and lost gross. You will learn the Three Move Pattern that turns this high friction moment into a clear, confident, predictable part of the sales process: The Warm Frame The Simple Value Map The Confidence Transfer Through real field stories and clear step-by-step guidance, this episode shows how predictable communication builds emotional safety, strengthens trust, and creates smoother, more profitable conversations. If you want to improve your customer experience, increase your gross profit, and build a modern sales approach rooted in clarity rather than pressure, this episode gives you the framework to start doing that immediately. Download this week’s Addendum Clarity Tool ---> DOWNLOAD Subscribe for weekly tools and insights that help you sell with confidence and consistency.