A Used Car Salesman Reveals Dirty Tricks
Think of "The Scream" tactic as a riff on the good cop/bad cop scenario. The gist of it is that the buyer wants a certain car or a certain price that the dealer doesn't have or can't match. At the same time, the buyer says that they're not ready to buy at the moment. Instead of sending the buyer on their way without any hope of getting what they want — which, in truth, isn't available — the salesperson plants a seed that what the buyer wants may be available when he or she is ready to buy and suggests that they contact the dealer before they make any decisions at another dealer.