Outsmart the Lot
Outsmart the Lot
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Psychological Warfare

The Waiting Game

Why do they leave you alone in a cubicle for so long? It's not because the printer is broken.

The Strategy

The Simple Version

Dealers intentionally make you wait to wear down your patience. A tired, hungry buyer is more likely to sign a bad deal just to go home.

The Tactic: After you agree to a price, the salesperson says, "Let me get the paperwork started," and disappears.

You sit there for a long time. You check your phone. You drink the stale coffee. You get bored.

Why they do it:

  • To lower your resistance to upsells in the Finance Office.
  • To make you feel "invested" in the deal (Sunk Cost Fallacy).
  • To let the "excitement" of the new car fade into "exhaustion."

What's Next?

Holding the Keys

Physical coercion tactic

Battle Plans

Step-by-step buying guides

Negotiation Scripts

Take back control

Red Flag Detector

Quick in-dealership reference