The Lowball, described in Up the Parramatta Road, which tells tales of dodgy methods used by some used car dealers, published 1985…

The tale continues, of the lowball technique by a used car buyer: “Perhaps you didn’t know that there is a glut of these wagons on the market now, ex-government units, all with low miles. Some of them swap hands for $1800. I’m offering you absolutely knockout money.”

“For that price,” said Farmer Harry, “I’d just as soon let it rot outside the chook [chicken] pen.”

“Well,” said Gerald, “tell me the truth. How serious are you about selling? I might be able to do a bit better.”

“I have to sell it this weekend. My wife is sick in hospital. The wool cheque hasn’t come in. I’ve got all sorts of unpaid bills. But I won’t take peanuts. I want a reasonable price.”

So, all Gerald had to do was leap from $2300 to $3000 and Farmer Harry was willing to do the deal.  He had almost come to accept that $2300 was the best price he’d get.

This technique is called low-balling. The seller gets the buyer used to a horribly low price and then suddenly offers more. The sale is as good as made.

Incidentally, Generous Gerald sold the wagon that very day as a Special Saturday Offer for $5090.

-continued next page

-readersvoice.com